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Marketing Resource Center |
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Hold Onto What Youve Got
You probably spend a great deal of your time looking for newcustomers or clients. However, are you sure your doingenough to hold onto the ones you've got. One of the leastcostly ways to grow your business is to get customers tocome back and buy more of your product or service. How many customers have you lost this month? I'm sure it'snot something you want to think about too much, however it'sinevitable that you'll lose customers and clients for awhole range of reasons many of which are out with yourcontrol. I read a survey some years ago that suggested customersleave a business for four basic reasons:14% leave because they're dissatisfied with the quality ofthe product or service,9% leave because of price, 5% leave for other reasonsand a whacking great 72% leave because of "supplierindifference". Too many suppliers give customers the impression that theydon't care about repeat business. I've stayed in hotels,dealt with banks and building societies and dealt withsuppliers who didn't seem to care whether I came back ornot. We need to continually let our customers know we care aboutthem. We need to keep in touch, write to them, send theminformation and occasionally 'phone them. When they contactus we need to make sure we sound warm and friendly, pleasedto hear from them, efficient and maybe even look and soundlike we're fun to do business with.It's not a lot different from our personal relationships. Ifwe don't keep tellingthe people close to us how much we care and keep writing and'phoning, then we shouldn't be too surprised if they leaveus one day. Use logic and emotion to keep your customers. Give them thebest products and service and give great value for money.However, always remember, your competitors will be doingmuch the same thing. The difference will be determined byhow you communicate with your customers on an emotionallevel, either face to face, on the 'phone, by letter oremail. I bought a new car from a local dealer a few years ago. I'venever heard from them since. A dealer for the same brand ofcar fifty miles away writes regularly with details ofspecial offers. They send a regular news letter and theoccasional very courteous 'phone call. I'm going to changemy car soon, guess who'll be getting the sale? Discover how you can generate more business without havingto cold call! Alan Fairweather is the author of "How to get More Saleswithout Selling" This book is packed with practical thingsthat you can do to - get customers to come to you . Click here nowhttp://www.howtogetmoresales.com/Without%20Selling.htm
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