Encouraging greater propensity to continue buying is a topic I constantly grapple with in my selling. Most of my clients buy my services month after month. This means the longer I keep them as happy customers, the longer they put food on my plate at a decent margin. Reading the blog from (of all things) a new media lecturer, I came across his newly articulated wisdom:
“Customer loyalty increases exponentially relative to the degree to which you make them feel important.”
He concluded, following some ropey experiences himself, that the key to customer longevity was to treat them like VIPs. It’s a cracking little pointer and one I must resolve to apply with rigour and vigour.