We have been told over and over by every marketing expert and non-expert that getting repeat business from existing clients is much cheaper and easier than finding new clients.
So why do so many businesses struggle with it?
Let’s take a closer look at it here . . .
How To Get Repeat Business. This Really Works.
As a freelance trainer in a competitive market there is always a temptation to be super focused on getting new business. However, as we all know it’s much easier to get work from existing clients rather than new ones.
Once you have done a piece of work for a new client first and foremost you want them to be really satisfied with the training you have delivered. BUT you also want them to see you as their trainer of choice, the number 1 person they will automatically turn to when they have a training need.
Repeat work makes good business sense but it’s also good for the soul! There’s nothing worse than putting a huge amount of effort into getting a new client only to go into the organisation for a couple of days training and then never see them again. It can all seem a bit pointless.
In my experience there is ONE thing that will keep your clients coming back for more over and above just doing a good job in the training room.
And that’s to become one of the family. Getting your feet under the table to such an extent that they see you as part of the organisation and you feel like an employee.
Becoming part of the family means:
1. Thoroughly understanding the business, their problems, challenges and opportunities.
2. Getting to know others in the organisation, not just the ones you are training.
3. Adding value by offering things such as pre course TNA’s, on-site research, post workshop follow ups.
4. Being responsive and willing to help them solve problems, even if it means recommending another trainer!ᔥ
Five Keys to Increasing Renewals and Repeat Business
Reducing turnover (churn) and increasing repeat business is critical to the success of any organization.
Let’s say you want to grow 20% next year, and your churn rate is 20%.
You have to add 40% to last year’s sales numbers to hit your target.
If you reduce your churn rate to 5%, you only have to add 25% to make your goal.
For every dollar you reduce churn, you keep that dollar on your company’s top line. And you give yourself the opportunity to exceed your growth targets.
Then there’s the added bonus of outgrowing your competition and leaving them to wonder why they can’t steal your customers anymore.
Leading companies recognize the difference between selling to new customers and selling to renewing and returning customers. That’s why they’re creating repeat-business sales processes. These distinct sales processes help companies reduce turnover (churn) and increase revenue and profitability, often dramatically.ᔥ Five Keys to Increasing Renewals and Repeat Business | Sales 2.0 …
For more information on the Send Out Cards system, or to join, simply click on this link . . .
Business and Compassion
So what really holds people and teams together? Relationships.
The quality and depth of our relationships, and the trust that is cultivated between people, is the glue in life, private or public, business or personal.
We all have been held by a powerful relationship in our lives at one time or another, and those of us fortunate enough to experience that relational power in a business setting have usually seen the results that were delivered to be beyond what would have otherwise been possible.ᔥ Compassion and Business? – Huffington Post
That’s right. Business is built almost entirely around relationships.
And the better that you can foster those relationships, the more business you will have, and the easier it will be to do and to get.
I think that this is hardly a surprise to anyone though.
But in our fast paced, all electronic world, it seems to get harder and harder to show that compassion while at the same time growing and increasing the business.
So, if you’d like some more ideas on that . . . learn about the Send Out Cards system – simply click on this link . . .
You can know how you business runs but in any industry you cannot make projections. You have to build network develop expand and repeat
— SocialiteSwain (Kaciem Swain) (@SocialiteSwain) Fri Mar 15 2013
So, back to the here and now . . . and to your business.
Would you love to have people queuing up to buy your product from you?
Of course you would!
Thank goodness for modern technology!
Click here for an online demo and free trial – https://www.sendoutcards.com/paksoc/
Or just contact us at Hotpink Websites now for a personal explanation.
Well, that is quite simple really!
What should you do now?
- Weigh up the pros and cons carefully before making a decision.
- Want some help or ideas? Just contact us at Hotpink Websites now.
There is no such thing as a free lunch.
~ Paul Keating