8 Simple Rules for Repeat Sales

On his blog, sales guru Mike Siger gives the following tips for generating repeat sales from your customers:

• Give them what they asked for – close doesn’t count, exact does – not once, but every time.
• Deliver quality – don’t bother delivering inferior product.
• Don’t oversell them – convincing them to take a chance on selling two year’s worth of product in one year’s time is the fast lane to being a onetime supplier.
• Become a valued team member – go above and beyond or don’t go at all.
• Keep them informed – let them know about delays, pricing issues, and potential problems well in advance of the rumor mongers (your competition).
• Tell the truth – don’t become overly enthusiastic and stretch the truth, even if your honesty costs you the sale.
• Show appreciation for past sales – e.g., nice golf courses, 2-hour lunches, and leisurely steak dinners.
• Show interest – either you invest your time thinking about their company and how you can help them – or your competitor will.

Source: http://www.simpleconomics.com