repeat business is sweet
You've spent time (which in reality is money) on finding and developing trust with your clients. You've done the whole dance and once you've won their trust, you've closed your sale.
Now, and I'm seriously shaking my head as I write this, why are you walking away from them?
Lets put this into a different scenario, dating.
You're single and you spend a good amount of your time thinking about a perfect partner.
You can see the two of you having dinners, going the movies, the theatre, holidays and you may even imagine settling down and having a family!
Then one day you notice a person who quite literally blows your hair back. Immediately you start going about getting their attention. You might cough or move into their eye-line or some other action that makes them notice you.
You make eye contact and the reciprocal smile tells you that its okay for you to come over and introduce yourself.
This is good and the two of you begin a conversation. After a few hours, you've exchanged contact details and vowed to call each other in the next couple of days.
Each time you meet/talk, you get to learn a little bit more about each other, you're also allowing the other person to see the real you.
After a batch of dates you know and trust each other sufficiently to get naked and consummate your relationship.
The progression of your union from this point on is entirely up to you. You could walk away from it there and then to start the whole process again, or you could build upon the foundation you've invested so heavily in.
The same applies to business.
What is sales if it's not building relationships.
- Awareness
- Like
- Trust
- Sale and or a Referral
First you create awareness thats then followed by the buyer liking you. Its only once they trust you that they will make a purchase commitment.
Going back to my question: why are you ignoring you past buyers in the pursuit of new ones?
I'm not suggesting you stop sourcing leads, I'm saying that your existing clients already know, like and trust you which is why they are more likely to go with a follow-up sale than a new buyer would be to make an initial purchase.
New business is good but repeat business is great!
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