Business Article

 

Develop Loyal Customers to Improve Business Growth By Dennis Sommer
CEO, Executive Business Advisers

Developing loyal customers is a simple and proven tactic used by top performers to improve business growth in today’s challenging economy.  Improving business growth is not easy.  This simple strategy can help you achieve your goals.

Do you pat yourself on the back because you have so many satisfied customers? Well, having satisfied customers may not be good enough. In today’s tough economic times true success will be measured by the number of “loyal” customers you have.

Sure, every company, salesman, and consultant wants satisfied customers, but can or should you do better than that? Should you have loyal customers?

What’s the difference? Satisfied customers are still willing to listen to your competitors, but loyal customers think you are the greatest thing since sliced bread.

You develop loyal customers by continually asking your satisfied customers if there’s anything else you can do for them. And once you have a loyal customer, make them part of your team by asking them to refer you to their friends and colleagues.

 

How To Dazzle Your Customer Base

1. Go out of your way for loyal customers. Do them a favor. Locate a hard to find item or, if your staff is tied up, do the work yourself.

2. Under promise and over deliver. Do they need it in two weeks? Give it to them in one.

3. Offer your best customers a benefit they didn’t even know existed. Did they miss a special offer? Give them a discount anyway.

4. Follow up, especially after a big order or a major project. Are they satisfied, or is there something else you can do for them?

5. Above all, be honest. Don’t oversell goods or services. Show them you have their best interests at heart, and you’ll have a customer for life.

 

Keeping Loyal Customers

Consider this, it costs six times more to sell something to a new customer than to an existing one. Follow these steps to keep your loyal customer base.

1. Within two days of making a sale, send your customers a thank you note.

2. Thirty days later, send another note or call to find out if the customer has any questions.

3. Within 90 days, send buyers another note telling them about related products or services.

4. After nine months, ask for the names of three people you can add to your mailing list.

5. On the one year anniversary of the sale, send a card, perhaps with a discount included.

Never stop courting your loyal customers. Loyal customers should make up 50 to 75% of your customer base.


 

Meet – Dennis Sommer
   

Dennis Sommer – CEO, Executive Business Advisers

Dennis Sommer is a highly sought after business growth expert with over 25 years experience. His specialty is helping companies quickly improve business performance and sales revenue growth. Dennis provides deep functional and industry expertise to help companies overcome their key business challenges and build a roadmap for success.

Using his proven, copyrighted methodology, Dennis analyzes what you are doing today, recommends specific improvement action steps and helps you implement the changes needed to improve your business performance and revenue growth.  His areas of expertise include; strategic planning, sales, marketing, customer service, operations, technology, staff and leadership development.

Dennis’s business improvement and growth expertise has been featured in Entrepreneur magazine, New York Times, Fox News and many more.  

Dennis works with a diverse mix of product and professional service companies.  His clients include; large Fortune 1,000 global companies, medium size growth focused companies and small early stage specialty companies.  He works with family owned, private and public companies.  

Since 1985 Dennis has started three successful growth focused companies. A high-tech product company, a technology consulting firm and Executive Business Advisers.  Dennis is also founder of the EBA Business Success Network, an exclusive executive networking group.  

Dennis has held leadership level positions with: Accenture – a $22 billion global management consulting and technology services firm.  Computer Associates Inc. – a $4 billion enterprise software company.  LDA Systems – a $26 million regional IT consulting firm.  Jo-Ann Stores - a $1billion fabric and craft retailer.  

Dennis is also a highly sought after speaker and author.  He inspires, motivates and educates audiences with his keynotes, seminars and customized training workshops.  Dennis is an international author of 3 books and over 80 published articles on improving business and leadership performance.  

His latest best selling book is “Adviser Secrets – How to Become a Top Performer”.

 

 

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