Nurturing Customer Relationships [Paperback]

Jim Cecil (Author), Carol Ellison (Author), Eric Rabinowitz (Author), Karin Rex (Author)

Book Description

Publication Date: September 29, 2006

If you were a scientist, you would surely look to the immutable laws of nature with enormous respect. Knowing and respecting the law of gravity, for example, would make it easy for you to predict with great precision the high tides and low tides of the world s oceans each day. Conversely, if your neighbors on either side of you did not understand the laws of gravity, but they still wanted to take you on in a tide-predicting contest, you would definitely have a ridiculous advantage over them---so I would put all my money and then some on you. If there is such a thing as an immutable law of sales and service, I believe that Nurture is probably it, and I think Jim Cecil and Eric Rabinowitz have written a clear and powerful book on it. It s powerful because, once you actually embrace and apply the concepts in the following pages, you definitely acquire a clear advantage over your competitors. This is more than my opinion. For 15 years I ve watched dozens of high-profile companies glean the magic of Nurture from Jim Cecil and, more recently, Eric Rabinowitz. The case histories are available and speak for themselves. When consistently applied with high integrity and care, Nurture not only works, it works wonders for a company s relationships with its customers, and therefore its bottom line. There is nothing mysterious about Nurture. Think of it as a series of simple truths that can easily be converted into a stunning sales and service strategy. For example, it s true that we live and work in a competitive environment. It s probably also true that your top competitors offer products and services that are similar or equivalent to yours. Nurture would convert this simple truth into a clear strategy such as: All other things being equal, the one thing that will constantly distinguish you from your competitors is the quality of your customer communication and relationships. Therefore, stop pressing for the order, and start nurturing the relationship. Here

Editorial Reviews

Review

Nurture teaches you the romance language of sales and marketing. Learn thislanguage quickly because if you re not romancing your customer, someone is.Don t be deceived by the title. Nurture is a beautiful, gentle term for anincredibly powerful sales and marketing concept. --Dan Zadra, Chairman,Compendium, Inc., Marketing and Publishing

Jim Cecil puts the heart back into selling. Forget all the clever techniques promoted by other marketing gurus! Here is a common sense formula that you can implement with just a little discipline. The best part is that nurture marketing works every time! --Rich Bohn, President, SellMoreNow.Com

Eric Rabinowitz and Jim Cecil s articulation of the Nurture Marketing ProcessTM is the best no-gimmick, proven method of building relationships with customers and potential customers that I have ever seen. Nurturing Customer Relationshipsis a must-read for anyone who is looking for a long-term, sustainable method of building a business. --Lawrence J. Rybka, JD, CFP, President, CEO,

About the Author

Jim Cecil Jim Cecil is founder and President of the Jim Cecil Company, Inc. as well as serving as the Director of Education of The Nurture Institute. He is an acknowledged leader in the field of one-to-one marketing and client relationship, in-touch strategies. As a result of a 10 year research project sponsored by and for Microsoft, he developed the Nurture Selling Process®, a knowledge based, stay in touch marketing process and methodology designed to help firms integrate both sales and marketing with a shared focus in managing the entire spectrum of positive client interactions. He co-developed the Nurture Institute with long time partner and friend, Eric Rabinowitz to provide a methodology and brain trust to evangelize the Nurturing concept world wide. Combining a world-class and certified cadre of trainers and consultants, the Institute also provides seamless, turn-key, Nurture solutions to clients desiring to outsource the entire fulfillment process. Cecil s core company, Nurture Marketing, launched in 1986, now serves clients in 22 countries around the world with well designed drip-marketing campaigns and hands-on consulting. By helping organizations successfully create an environment of Nurturing and in caring better for their own constituencies, he is fulfilling a life long, personal dream. Cecil is a frequent Nurture-Marketing columnist for Rough Notes Magazine, BTA Magazine and the Microsoft Insider Magazine. His Nurture Newsletter is distributed worldwide to a 14,000 client e-mail subscriber list Cecil regularly addresses conferences and meetings, and conducts strategic sales process, Nurture training sessions for corporate teams and key individuals. He is an expert observer of trends in marketing and selling. His development of the Nurture Selling Process® is the result of a need he saw spring from dynamic changes in the business-to-business sales process beginning in the late 1980's. It started to become clear that the sales cycle was growing longer

Product Details

• Paperback: 194 pages
• Publisher: Nurture Institute Press; 1st edition (September 29, 2006)
• Language: English
• ISBN-10: 0977643700
• ISBN-13: 978-0977643707
• Product Dimensions: 8.4 x 5.5 x 0.8 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #781,233 in Books (See Top 100 in Books)

More About the Author

About Karin Rex:

1989, Karin has owned Geeky Girl, LLC, a technology training and technical writing organization based in southeastern Pennsylvania, where she devotes her time to writing, course development (elearning, synchronous and traditional), consulting, teaching, and speaking.

Karin's previous books include Internet Search Techniques (Ziff-Davis Publishing), The Internet Illuminated (Skillpath Publications), Nurturing Customer Relationships (Nurture Institute Press) and Computers in Clinical Practice (American College of Physicians). In addition to these books, Karin has written hundreds of user guides, reference manuals, tutorials and course manuals for a wide variety of corporate clients. Additionally, Karin teaches university courses in professional and technical writing.

Karin is a pioneer in online learning, having been involved since 1996 as a course developer and instructor for a variety of online learning institutions. Karin is a certified synchronous facilitator, designer and producer with a master's degree in professional writing.

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars A simple method of building a business, March 26, 2007

By 

Kc Truby "The Lonesome Cowboy" (Wyoming) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Nurturing Customer Relationships (Paperback)

I have sold to accounting firms for 20 years. This book provided me with a simple method for staying at top of mind awareness with my prospects and customers that I have met over the years. Cecil is like an old philosopher who you can't stop listening to. Every sentence makes you want to read the next sentence. Any one who wants to sell high net worth business people or who wants to retain their clients for years must read this book.

3 of 3 people found the following review helpful:

1.0 out of 5 stars Would be interesting 20 years ago., September 23, 2008

By 

Audrius Savickas (Lithuania) - See all my reviews
(REAL NAME)   

This review is from: Nurturing Customer Relationships (Paperback)

Yes, I have heard the story about driving sales by writing post cards to the clients. Actually this is the main message given in the book - how to keep long lasting relationships. Unfortunately now clients are very fast to switch, and turn down all of your post cards work. I found the book out of dated.

3 of 3 people found the following review helpful:

5.0 out of 5 stars A must read for every entrepreneur, November 26, 2007

By 

Krista S. Sheets (Atlanta, GA United States) - See all my reviews

This review is from: Nurturing Customer Relationships (Paperback)

I have seen this great man speak on numerous occasions and each time he re-energizes me to focus on the key area of my business...my client relationships. If you take care of them, they will take care of you. If you want to be competitive in today's market, you must focus on your customers because very few firms do and you will stand out in the crowd. Thank goodness Jim wrote his book, Nurturing Customer Relationships. It is a must read for all entrepreneurs and anyone directly working with customers. His ideas work and help you build the business of your dreams!