Generating Repeat Business

Posted by: Rod Kurtz on August 22, 2007

The biggest sale you make with a customer probably won’t be the first one. In fact, it’s usually the third or fourth sale that takes place after you have earned the customer’s trust that matters. That’s why it’s essential to follow up with customers after each sale to ensure that they’re satisfied with the transaction.

"What have you done for me lately?" should be the direct marketer’s theme song. Have you offered your customers anything new to buy? Anything different from but connected to their initial purchase? Fresh products, fresh offers, and new presentations all stimulate sales and keep customers coming back. If you lack the capacity to launch entire product lines as frequently as you’d like, offer spin-off products that relate to the customers’ initial purchases.

Generating repeat business and ensuring customer satisfaction go hand in hand. Happy customers will return to you again and again for your goods and services. They’ll also recommend you to their friends and business associates, which will help you to expand your reach.

Keeping your customers happy depends on a variety of circumstances; luckily, most of them are within your control. Secure repeat business from your customers by following these guidelines:

To read the full story on AllBusiness.com, click here.

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