If you asked your clients to rate their satisfaction with your service, would they give you wonderful reviews?
A direct sale to a customer today can cost more than $400 in terms of time, travel, advertising, lead generation, and other expenses. Acquiring a customer at this cost can put a company out of business unless that customer buys again and again.
The best salespeople and the best companies implement strategies to acquire clients and to keep them for life.
Your goal must be to develop long-term client relationships and then hold on to them in the face of ever more aggressive competition.
When you install a client acquisition and retention strategy, you must do more to build and maintain long-term client relationships than ever before.
By continually thinking in terms of “clients for life,” your success in sales will be assured.
I want to share four of my favorite tips with you, so you can increase client satisfaction and keep them for life.
1) Always focus on the second sale
The first sale with any client is always the hardest and most expensive. But, it is the second that is the most important…
The second sale is the proof that you have delivered on the promises you made during the first sale.
In reality, you actually go out each day and you sell your promises to people in exchange for their money. You promise that your product or service will give them certain benefits that they are not currently enjoying.
When they come back and buy from you again, they are putting their stamp of approval on your offerings and confirming that you did deliver on your promises.
2) Resales and referrals are almost free
Resales to satisfied clients are ten times easier than new sales to new clients. A resale only requires one-tenth of the time and effort to achieve.