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Priority 2 – Develop more
business from existing
customers and clients
Your existing customer and client base is money in the bank. Invest in it
well and make it work for you.
With this in mind, the overall simple objectives of Priority 2 are to get
existing customers and clients:
to repeat their purchases and buy more of the same from you again;
to buy additional goods and services from you;
to spread positive word-of-mouth so others buy from you too.
This chapter explains my ve golden rules for achieving these objectives
and winning more protable business from the customers and clients you
already have.
THE FIVE GOLDEN RULES
1 Know your customers and clients.
2 Keep your customers and clients happy.
3 Keep in touch with customers and clients.
4 Offer additional products and services.
5 Get customers and clients to recommend and refer.
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