This article is a new concept of "philosophical" at the base of CRM: the difference between Transaction Buyer and Buyer Relationship.
The Transaction Buyer are not faithful and seek always and only the best deal possible, going seamlessly from one company to another. The Relationship Buyers looking for a supplier they can trust: good products, fair prices, after sales support.
company that will focus on CRM Buyer must focus on the relationship, of course. But it must do so since the acquisition: special offers by far the Transaction attract buyers and ultimately the return on investment and 'negative.
The good and unexpected news - according to research Mercer Consulting - and 'that, at least for hotels, service stations and grocery stores - between 70 and 85% of customers are relationship buyers.
Strange? Logical if you think about it: the Buyer and Relationship 'a customer lazy habit, he does not want spend too much time in his life to choose a supplier. If and 'satisfied with our offer, tend not to change. It is not 'so' most of us?
Well, around there are less and more than Uncle Scrooge 'Donald Duck than traditional marketing strategies will make you feel. CRM and E 'way of marketing a more' natural ', more' human 'ripetto traditional systems that assume a customer always tended to look for the best price.
to the success of your CRM, look for the lazy.
REFERENCE
Why Customer Leave And What You Can Do About It
CRM Strategy - The first blog dedicated to the CRM strategy, curated by Marco De Veglia. FREE FOR YOU report on Best CRM Website: http://www.crmformarketers.com/ 
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