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People Love You
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What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. When they have a negative experience, they tend to vote with their feet (and their wallets) and head straight to your competitors. When customers have positive emotional experiences, it anchors them to your brand, your product or service, and ultimately to you. In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering. Likewise a focus on customer satisfaction and loyalty will no longer give you the competitive edge. Delivering a legendary customer experience has emerged as the single most important competitive advantage for companies across all industries. In People Love You you ll learn the real secrets of customer experience including: 7 Essential Principles of Customer Engagement5 Levers for Creating a Legendary Customer ExperienceThe Secret to Bridging the Experience GapHow to Leverage the Pull Strategy to become a Trusted Advisor2 Most Important Rules for Dealing with Pissed-off Customers In a hypercompetitive, global marketplace protecting your company s customer base, the lifeblood of your business, must become your number one priority. The rubber hits the road with account managers, project managers, sales professionals, and customer service professionals the people most connected to customers who are on the frontlines of customer experience. They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams. In People Love You, human relationship guru, Jeb Blount, gives you a powerful playbook for interacting with customers in a way that creates deep, enduring, visceral connections that withstand relentless economic and competitive assaults.
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Table of Contents

About the Author ix Chapter 1 What?s Love Got to Do with It 1 Chapter 2 The Seven Essential Principles of Customer Engagement 19 Chapter 3 The Five Levers of Customer Experience 33 Chapter 4 Put Customers First 41 Chapter 5 Connect 73 Chapter 6 Solve Problems 97 Chapter 7 Build Trust 125 Chapter 8 Create Positive Emotional Experiences 149 Chapter 9 Make Breaking Up Hard to Do 163 Acknowledgments 181

About the Author

Jeb Blount is a leading expert on how human relationships impact account management, customer experience, leadership, and sales. He helps many of the world's leading organizations accelerate revenue growth and profits through a focus on interpersonal relationships. He is the author of six books, including People Buy You: The Real Secret to What Matters Most in Business, People Follow You: The Real Secret to What Matters Most in Leadership, and Power Principles. He has published over 100 articles on account management, leadership, and sales, and his audio programs have been downloaded more than 6 million times on iTunes. More than 200,000 business professionals subscribe to his weekly newsletter.

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