Small Giants Cultivate Price Insensitive Customers

A Talk with Raul Candeloro, Founding Director, Editora Quantum, Brazil

Prospective customers vary in their sensitivity to price. It pays to identify and cultivate strong relationships with customers who are price insensitive, he says. Customers who constantly pound you for lower prices are likely to leave you anyway. A core strength of most Small Giants is their ability to retain customers who value service over price.

Why Is This Relevant To The Midmarket: 

Small Giants do much better with their customers when they embrace the same corporate philosophies.

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