Bog header

 
            

Authors

Ira Koretsky
(click for all of Ira's posts)
Duane Bailey
(click for all of Duane's posts)
Guest Bloggers
(click for all of our posts from guest authors)

 

Archive

« October 2017 »
Mon Tue Wed Thu Fri Sat Sun
            1
2 3 4 5 6 7 8
9 10 11 12 13 14 15
16 17 18 19 20 21 22
23 24 25 26 27 28 29
30 31          
Wednesday, January 06, 2010

"Refrigerator Rights" and Why Organizations Value Them

Written by  Duane Bailey

altOn Christmas, friends and family members gather to share dinner. For many of us, the day ends with leftovers and overnight house guests.

What happens when Uncle Joe wakes up in the middle of the night and is hungry? Does he wake the host to ask for something to eat? Of course not! He makes his way to the kitchen, where he helps himself to the leftovers in the refrigerator. He prepares a turkey sandwich with all the fixings and takes a seat at the table to enjoy it.

Uncle Joe can do this because he enjoys a close relationship with the host and he has earned "refrigerator rights." Uncle Joe is a trusted member of the family.

Have your customer-facing employees earned "refrigerator rights" among their clients? Are they viewed as trusted advisors?

Organizations whose employees have earned "refrigerator rights" are more likely to drive business process improvements, exceed fundraising goals, attain higher customer satisfaction ratings, and close higher margin sales than those without. Why? Clients perceive their expertise as credible and trust them to help solve the business challenges they are facing.

"Refrigerator rights" begin with a compelling message. The right message inspires people to act. It’s what gets your customer-facing employees into the kitchen. Investing time to understand the strengths and objectives of an organization, program, or initiative is what gains them a seat at the table. Developing and executing on a unified messaging strategy that delivers the results their clients want is ultimately what earns them rights to the refrigerator.

Duane Bailey

Duane Bailey

Duane Bailey is a regular contributor to The Chief Storyteller® online conversation. He has helped organizations of all sizes drive growth in revenues and market share through the development and delivery of key business messages that resonate with target audiences. He holds an MBA in International Business and a BS in Marketing. He brings 28 years of experience in marketing communications and high technology sales.

Website: www.TheChiefStoryteller.com E-mail: This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Leave a comment

Make sure you enter the (*) required information where indicated.
Basic HTML code is allowed.