The High Value Customer Podcast

Marketing and selling high-value retainer services is tough. If you get it right, attracting and retaining your ideal customer is a win-win for you and your ideal customer.

This is the show for you if you run a business that sells 4 or 5 figure per month retainer services and have responsibility for some or all the marketing and sales.

Learn from your peers

• How they understand their ideal customer
• How they communicate their value proposition
• What they have learnt along the way that they wish they knew
• What works and what doesn’t

Each episode Chris Heffer interviews a successful business leader whose business serve high-value customers. He asks them about how they attract and retain high-value customers. Learn from your peers how to win new customers and keep them customers happy.

Management buy outs and Eliminating admin | Tom Ross - Foresolutions

Featured Guest - Tom Ross | Foresolutions


Management buy outs and Eliminating admin.

Tom Ross from Foresolutions helps business operations professionals in the construction, transportation, aviation and retail sectors by delivering IT strategy, asset management software and business communications - building a business case for digital compliance which saves his customers time and money whilst increasing performance.

Key points discussed:

  •  Be a human being, not a human doing
  •  Internally living and breathing the company values and ethos
  •  Double your costs and half your returns

Key time chapters:

  • 00:43 - Get to know Tom Ross - From welder to MD
  • 03:13 - Double your costs and half your returns
  • 05:45 - Only work with customers who 100% buy in to your service
  • 07:01 - Niching down by leveraging strengths
  • 08:30 - We onboarded 90% of ideal companies on our "hit list"
  • 12:11 - More free value = customer attraction: inspiration from the HubSpot experience
  • 14:24 - A digital future connected by "The internet of things"
  • 17:56 - Starting from scratch is ideal, but not always the reality
  • 20:54 - The importance of both "out the box" and custom solutions
  • 25:23 - How does the "Internet of things" work?
  • 27:30 - Internally living and breathing the company values and ethos
  • 33:13 - Shifting the focus from product, to results
  • 35:45 - Employ much smarter people than yourself
  • 36:50 - The benefits of employing smart people
  • 38:30 - Ridding the world of salespeople and admin tasks
  • 40:11 - Expanding from software to hardware
  • 42:30 - How to win friends and influence people
  • 43:25 - Become genuinely interested in other people
  • 43:55 - The magical touch of Andy Bounds
  • 45:26 - Be a human being, not a human doing

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