Patience Makes Perfect
To woo a large accounting firm away from its competitor, this archive-storage business spent several months giving free analysis and advice--and ultimately w... Read more
Customers
Recent Customers Articles
Racy Entertainment
A shared hobby can help build camaraderie between clients and salespeople. Read more
Money Grows on Shoe Trees
Patrons are treated to a free shoe shine while they wait for a table at this popular restaurant. Read more
Riskless Business
Sometimes small businesses have to offer more than the standard money-back guarantee to win new sales. Read more
Cast into the Past
Build customer loyalty by promoting your company's history. Read more
Two-Wheeler Dealer
A lifetime service guarantee? It may cost next to nothing, and earn you customers for life. Read more
" Promises, Promises? "
A company makes it its mission to honor every delivery date it promises customers. Read more
Sold on Delivery
Offering rapid shipment to overseas clients is an effective way to show you're serious about their needs. Read more
" Sell Less, Gain More"
Saving customers money can increase customer loyalty and, in the long run, sales. Read more
Playing Matchmaker
When you can't supply what customers or clients need, send them to another supplier. Read more
Never Complain, Always Explain
A marketing-communications firm depends upon trade journal articles to give customers the big picture. Read more
Recipe for Success
Duck l'orange anyone? A taxidermist keeps customer info in a database and sends out relevant recipes to celebrate their latest hunting trophy. Read more
Postcards for the Edge
A good way to keep in contact and provide customers with useful tidbit information is to use a "mini-mailer," or postcard. Read more
Flowering Power
Switching its sales positions from full-time to part-time, this nursery was able to nab horticulture students and other gardening enthusiasts with a passion ... Read more
Method Acting
By using videotaped role-playing sessions, this audio-equipment company polishes the art of telephone selling. Read more
" Be There, or Be Square"
A VP encourages salespeople to call on accounts in person. Read more
Keep On Truckin'
This small company established a next-day delivery service and kept its vans running, full or empty, to keep a strong presence in the face of stiff competition. Read more
Get Their Number
Close Internet sales with a phone call to potential customers. Read more
Back to the Future
Voice-mail may be cheap, but it could alienate your customers. One company tried some old-fashioned phone-answering techniques. Read more
The Mystery of the Empty Truck
The founder of a billion-dollar company explains why you have to behave like a great company in order to become one. Read more
Techniques: Microcases
Three articles examining how small businesses are using technology. Read more
Best Hometown Business: Dilbert Creator Draws on Local Handyman
A light-hearted look at who the creator of Dilbert calls on for home repair, and why he has to! Read more
The Return of Customer Loyalty
A vetern entrepreneur explains why it's more important than ever to keep the customers you already have. Read more
Further Reading: Real Time
A noted business adviser explains why it is so important to understand the effects of time and speed on the marketplace. Read more
Philanthropy Is Good for the Community. But Does It Help Me?, Customer Service Article
One company finds that community service helps the benefactors, too. Read more
What Do America Online and Dennis Rodman Have in Common?
When AOL over-sold its service, did it apologize and make nice? Not really! Read more
Best Hometown Businesses in America
Inc. launches a new series of articles and here is an overview of what the series offers, and what to look forward to. Read more
What You Want Before You Know You Want It
Despite high labor and inventory costs, a small hardware store has been in the black for decades. Here's why. Read more
We Have Met the Enemy, and He Is Us
A veteran entrepreneur explains why it's usually employers, not employees, who create poor customer service. Read more
CEO Notebook
Various members of Inc.'s staff field questions and answers from CEOs on employees, trade shows and more. Read more
We Want More Referrals. What Can We Do?
Looking to get more referrals? Get your sales and marketing staff to spend time each week calling existing customers. Read more
New Biz Puts 7,300 on Payroll
An overview of a start-up that is based on consolidating professional employer organizations. Read more
CEO's Notebook
Various senior businesspeople answer topical questions about such areas as taxes, banking, and training. Read more
Technology Redux
The president of a manufacturing firm explains why sometimes the way to upgrade is to resurrect what used to work. Read more
Who's On-line?
Here's a look at how the shoppers on the Web are quickly becoming representative of the population as a whole. Read more
