Monday, 12 September, 2011 Leave a comment
If we all know it makes sense why is it so difficult to apply it consistently?
Should you treat different customers differently?
There’s no doubt about it. It’s the single easiest operational way to transform your organization, by giving loyal and profitable customers a reason to come back. The danger is that your team will misunderstand the entire point of the exercise, using it as an opportunity to cut corners on the hoi polloi (who are merely elite customers who haven’t converted yet) at the same time they try to save money by investing less in the very people you set out to serve better in the first place.
Go ahead and charge extra to people who want to pay (in money or loyalty) extra. But don’t forget to give them something in return.