Want more customers or clients? Take good care of the ones you already have!
If your experience is anything like mine, you are currently receiving a flood of emails, phone calls, and texts from so called “marketing experts.” They are offering all sorts of “solutions” for generating more customers for your business — improving your web presence, getting the top listing on Google, pushing your website out to various neighborhoods from the marketing expert’s site, etc. These strategies are certainly effective if properly executed. That said, here’s my favorite source for new customers: take great care of the ones you already have!
Here are TWO BIG REASONS WHY:
- They already know you and trust you to perform. If you keep them satisfied, they will return to you for future work. All you need to do is keep performing and serving them well.
- They will refer their friends and associates to you. Think about that — an entire (unpaid) sales force that knows you and recommends your company to people they already know. Wow!
Last year, my company was referred to someone who became a high volume customer. Two months ago, that customer referred us to a colleague who is also becoming a high volume customer. Yesterday, that colleague referred us to someone else whose organization is seeking services for a local facility as well one in a foreign country. Exciting!
Here’s your takeaway — do a great job delivering communication, price, and service to your existing customers and they will deliver back to you their loyal repeat business AND new customers.
About the Author
Mike Cheney, AME Director – is an entrepreneur, investor, and advocate for the family business. He teaches on mentorship and discipleship as foundational elements of the family economy. Together, the Cheney family is involved in a number of entrepreneurial business ventures. He has written two books, One with Everything: Anatomy of a Hotdog Stand and Other Great Family Businesses You Can Start and, Money 101: Earn, Give, Save, Spend are available at AMEProgram.com.