The Lifetime Value Of Your Customers

References: One of the "buying signals" astute buyers offer is, "Who else are you supplying that I can talk to?" Knowing which buyers will practically swear by your performance can be "the clincher" for gaining new customer business as a result of your current customers. Yet, most in-plants fail to ask their most ardent supporters, "Do you feel comfortable with our using you as a reference with new departments or accounts?"