How to Keep a Good Thing Going
There’s a lot to be said for constantly earning new business.
New blood, new puzzles, but getting new business in the door is only part of the equation; keeping clients coming back is the other half. The best clients tend to be loyal clients and a safe way to keep revenue is to keep those clients happy and coming back for more.
Client turnover can get to be a serious problem for businesses of all sizes, but small businesses benefit the most from familiar faces. A small business owner can grow to depend on repeat clients for up to 80% of their revenue, or even higher. There are simple, sometimes over-looked ways, to make sure you can continue to count on that revenue.
Focus on your best customers, make them a priority; they are an investment. Invest your time and resources in them. Once they see you’ve done your homework and can produce results, you’ll be at the top of their list for repeat business.
Get clients involved in the process; show them that they matter, that they have a voice. Chances are they are the experts in their field, so it doesn’t make sense to cut them out completely. The one-on-one time can improve your services and make the client feel valued.
Ask for feedback; get a report card on how you served them. Business owners, like most humans, may not be fans of criticism, but constructive criticism can only help you improve your business. If your client sees that you are genuinely trying to correct issues, they will be much more likely to give you a second chance.
Imagine a roster full of repeat business. Customers that already know you, and know how “it’s done.” Not only is it a time saver, it’s a money maker and worth the effort.
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