Happy New Year! Last week, we talked about how to plan for 2015 by reflecting on your successes from the past year. As you dive into the New Year, you should also set aside some time to focus on repeat business. Your existing customers know you, they love you (hopefully), and they have experienced firsthand the benefits of using your products or services. It’s foolish NOT to leverage your existing customer base.
So how do you secure repeat business? You should call each one of your clients – especially your biggest ones – from 2014 and say, “You know, we really liked doing projects with you last year. Thank you very much for contributing to our mutual success. What are your plans for capital spending in 2015?”
Before you call each client, be sure to review their situation and come up with any and all solutions you might have for them. They may very well say, “Well, we have some budget cut out for capital improvements. You know our building and our business – what do you suggest we do?”
While you’re on the phone, be sure to ask for referrals. Most people are happy to give referrals and you should not feel ashamed to ask for them – they’re a natural part of doing business.
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