Companies in price sensitive markets - are you an ‘R’ or a ‘T’?

09.05.2011

If you're in a price-sensitive market, how do you engage with your prospects and customers to convey the value of your offer? Take our quick quiz to find out if your organisation practises 'R' or 'T' customer engagement.

We're all aware that there's a greater than ever focus on price.  And yet we all know that the lowest price doesn't mean the best value. 

So how do you engage with your prospects and customers to convey the value of your offer?  And win the contract at your optimum price?

Have a look at the 5 questions below to find out which type of engagement your organisation practises and the impact of this:

1. Do you have regular communication with your customers that is not directly related to selling to them?
2. Do you know how satisfied all of your customers are with the goods or service you provide to them?
3. Do you have a high level of repeat business?
4. Do you find that your customers frequently recommend you?
5. Do you enjoy a high customer retention rate?

If you answered yes to all of the above questions, well done!  You're obviously investing in your customers for your mutual benefit.  You are practising a RELATIONSHIP model of customer engagement. 

If you answered no to one or more of the questions, it's likely that you operate a TRANSACTIONAL model.  This is ideal if you're supplying a high volume, low cost product.  However, if you're not, it's well worth taking a look at how you can adjust your approach.

Download our FREE customer engagement insight to understand more about the characteristics and effects of both of the models.

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