Happy New Year, Friends! This week we talked about how to write goals and plan for 2021. As you charge forward into 2021, you should also set aside some time to focus on repeat business. Your existing customers know you, they love you (hopefully), and they have experienced firsthand the benefits of using your products or services. It would be foolish not to leverage your existing customer base.
So, how do you secure repeat business? You should call each one of your clients – especially your biggest ones – from 2020 and say, “You know, we really liked doing projects with you last year. Thank you very much for contributing to our mutual success. What are your plans for capital spending in 2021?”
Before you call each client, be sure to review their situation and come up with any and all solutions you might have for them. They may very well say, “Well, we do have some budget reserved for capital improvements. You know our building and our business – what do you suggest we do?”
While you’re on the phone, be sure to ask for referrals. Most people are happy to give referrals and you should not feel ashamed to ask for them – they’re a natural part of doing business.