There are a number of ways to grow a business; sell current products to current customers, current product to new customers, new products to current customers and new products to new customers.
However far too often companies spend a disproportionate amount of time and energy is spent on new customers and not building relationships with current clients. You must insure you focus on serving current customers.
Current customers have given you their vote, their trust when they placed an order with you
. Market leaders understand the importance of including current client development programs in their growth objectives. Market losers forget who brought them to the dance, and give all their energy to chasing new dates …and often go home alone broke. Market losers are unaware of the interruptions for current clients and often turn customers into shoppers again.
Do you have current account growth plans in place?
Do you have a KPI for retaining and growing current customers?
Once you lose a current customer how hard and expensive is it to win their love again?