I’ve noticed that there’s a trend for customers to shop on price, which means that they buy from me once and then move on to another supplier who offers a lower price. I believe I offer a better quality product and great service, how can I use this advantage to keep my customers coming back?
It takes more effort to find new customers than it does to keep existing ones, so it’s worth learning how to generate repeat sales.
One way to keep your customers is to demonstrate how your offering impacts on their bottom line. Find out as much as you can about your customer’s business by asking the following questions:
- How does your business make money?
- What are your goals?
- How can we serve you better?
- How can we help you improve your business, sales and bottom line?
- Has anything changed in your business since we first started doing business together?
It’s also important to have a relationship with more than one person in your customer’s company. You never know when that person might be promoted or leave the company, then at least you have other contacts that you can call on.