Addicted Customers

Much has been written and discussed about building stronger customer relationships, especially in relation to trust and loyalty. But a huge component has been missing, until now. ADDICTED CUSTOMERS provides you with information you have seen nowhere else. Based on solid research in psychology, combined with real world methodologies, you will learn the two distinct buying personalities that customers employ, and how to help avoid the triggers that "turn on" the less desirable personality.

You will also learn strategies to engage the personality that leads to loyalty and commitment, and the psychological prindiples that underlie compelling customer experiences. The book is full of real world examples of successful companies that apply these principles. In a era of abundance and overwhelming choice, customer relationships, not products, are the most important source of competitive differentiation. The good news is that customers really do want trusting and close relationships. They want these types of bonds because they reduce stress and help them adapt to a rapidly changing world. ADDICTED CUSTOMERS shows you how to build trust and loyalty in business relationships, and why companies need to recognize the emotional power of the customer experience.