Interior Design Sales Tip: Focus on Your Fans
What Happens in Vegas dvdrip Your best customers are your current ones.
That’s a point I’ll cover in tomorrow’s tele-seminar, “Supersize Your Success! 7 Steps to Peak Profits in 2009.” http://fredberns.com/TeleSeminarSupersizeSuccess2009.html online eurax
It’s also a point which crossed my mind this weekend, when I came across some statistics gathered by Peter Drucker, the late, great management consultant.
By his estimate, you have a 1:14 chance of doing business with a prospect, a 1:4 chance of doing business with a former client, and a 1:2 chance of doing more business with an existing client.
Makes sense.
Current clients know you, like you, and, most importantly, trust you. Trust is vital in an uncertain economy like this.
Why do so many design professionals spend so much time gazing through binoculars for new prospects?
Why do they spend so little time focusing their microscope on their current clients — and on additional ways they can serve them?
I don’t get it.
Studies show that the long term value of each client is more than 100 times the value of a single transaction.
Not only do you make money in ongoing relationships, you save it. It costs five times as much to attract a new customer as it does to retain an existing one.
