The Lifetime Value Of Your Customers
Your customers can do much more for you than just pay their bills. They can bring you new ideas and opportunities, not to mention new clients.
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?"
- People:
- Sid Chadwick
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