How can you ask for repeat business effectively?

As an executive recruiter I love connecting people and whether or not it's part of a paid search or no, I am always willing to help others make a connection. You don't need to get something for giving something and that comes back to you. And if it doesn't that's okay. Staying in touch regularly and sharing information/insight that might help your client is rewarding. Simply knowing you are there if they need you is enough. And if it turns into business, well that's great too!

To encourage repeat business, it's essential to deliver on your promise, as this lays the foundation of trust. Additionally, maintaining a meaningful connection with your customers is key. You can't just close a deal and then disappear, only to reappear months later asking for more business. Cultivating repeat business involves building strategic relationships. This means staying engaged with your customers throughout their journey and being the first to offer support when things go wrong.

Rana said it best - adding my 2 cents, stay engaged even just connecting with your people - it's only sometimes about the business, being part of their journey, and supporting them.

the most important is entire value chain has to deliver. the problem is most of us feel repeat business is only sales persons job. actually right from order, how we execute it, deliver it and commission it in timely manner to the satisfaction of customer. so in nutshell entire value chain is responsible for getting repeat business and not only sales person. if all these parameters are met client will surely will love to go with repeat business with such suppliers.

Another consideration is to check in with your client and find out what their preferences are for communication channels and frequency. This comes across far more respectful and considerate of your clients time. Also take notes, don't forget the important details mentioned which personalise that next touch point. No one wants to feel like they are part of a follow up routine, or that they weren't memorable in your last call. People buy from people after all right?

To spot opportunities and triggers, it's essential to maintain a strong connection with your customers and gain insight into their overarching strategic goals, as well as the key performance indicators (KPIs) of your executive sponsors. Speaking their language is crucial. For instance, if your customer is a publicly traded company, are you reviewing their earnings call transcripts to pinpoint potential triggers that could benefit your customer? Are you actively listening to what your customer is saying in these meetings and asking relevant follow-up questions to further understand and offer value? Discovery doesn't stop after we land the first deal. It is continuous.

Identifying opportunities and triggers for repeat business involves understanding your customers' needs, timing, and being proactive. For instance analyzing your customers' purchase history to identify patterns or trends. Look for products or services that they regularly purchase or specific times of the year when they tend to buy from you. This information can help you anticipate their future needs. If you sell multiple products or services, consider which ones would complement a customer's previous purchase. For example, if they bought a laptop, they may also need a laptop bag or accessories. Tailor your recommendations accordingly.

If you understand your clients business well and they have no further needs for your product or service, consider using these opportunities for referrals - every customer success is an opportunity for advocacy. Be cautious to avoid treating them like a metric or balance sheet, granted some relationships are transactional and purely performance based, but that isn't always the case and you can develop life long and mutually beneficial business by continuing to humanize sales.

Spotting the perfect moment for more business is key! Keep an eye on what your customers love, when they need more, or when they're super happy with what you offer. For instance, when they're almost out of a product they use often or praise your service, that's the cue! Even if they refer friends or celebrate a success related to your stuff, that's a great chance to offer more. Timing matters—seize these moments wisely to keep the good vibes going.

The most crucial repeat order is the second order, this gives a clear sign that the customer was satisfied with the product, service, etc. There will be no buying patterns or data to let you know when the customer is likely to reorder so it is important to stay in regular contact to give you a better understanding of how your products are performing. Regular communication with your customer, especially in the early days, is likely to be appreciated, making it easy for them to ask questions and for you to share product knowledge and advice.

We haven't done our job as sellers if we get blindsided at renewal with a customer who is unhappy with our solution. Have a feedback loop to get their input throughout and address it promptly. Our customers want to know that they're being heard; even if we don't have a solution yet, we need to acknowledge that we heard them & inform them that we are taking steps to solve the problem & follow through with that. This goes a long way. Customers remember if you were there during these tough times and the actions you took. This leads to building more loyalty, which helps in deepening the relationship. Also, it's not just about asking questions, it's also about you coming in with insights that they haven't thought of because they're in the weeds.

For instance an Open-ended question: "Tell us about a recent positive experience you had with our company." Suggestion: Encourage customers to share their positive experiences, which can lead to discussions about additional ways you can assist them or recommend relevant products/services for their future needs. Don't forget to actively listen to their responses and tailor your suggestions or offerings based on their specific needs and preferences. Open-ended questions allow for more detailed and insightful responses, fostering a deeper understanding of your customers and their potential triggers for repeat business.

Skip yes-or-no queries; they might put folks off. Instead, ask about their experiences or challenges with your product. Show how your new stuff fits their needs. Also, offer sweet deals or suggest extras that might make their purchase even better. Think of it as a friendly chat where you guide them to see the value in what you offer, making it easy for them to say yes.

Always strive to improve yourself and be open-minded to comments and suggestions from your customers. It is important to seek their feedback to build your business.

Start by acknowledging their concerns and ask questions to truly grasp the core of their issues, making sure you understand them correctly. Emotions can sometimes lead to miscommunication, so managing your emotions is important. Remember, it's not about you. Once you've identified their concerns, address each one, emphasizing the importance of preparation here. After addressing, give the customer some room to ask questions and verify that their concerns have been appropriately dealt with.

1st thing 1st is to Validate their concerns; Example response: "I can understand why you might have concerns about [objection]. It's important to us that we address any worries you may have." 2nd you provide additional information; Example response: "Let me provide you with some more information that might help clarify things. [Explain specific details or benefits that address their concern]." 3rd you share success stories or testimonials; Example response: "We've had many customers who initially had the same concern as you, but after using our product/service, they found [share a success story or testimonial]." And you must Address potential drawbacks upfront: Be transparent about any limitations associated with your product/service.

Recognise when you cannot add further value to your client or their business. After you have understood their true needs and goals, you may be able to instead leverage your own network and take a supportive role, referring your client to someone with the solutions. Position yourself in a trusted role, not just the salesperson and take the consultative approach. They will thank you for it!

When requesting referrals, aim to make it as easy as possible for your customers to provide that introduction. Remember, they are doing you a favor. For instance, if they're too busy to compose an introductory email, you can send them a sample blurb that they can personalize. Additionally, encourage the use of InMail, as it often leads to a much higher response rate when being introduced or referred.

Express your appreciation. Highlight the benefits of referrals/testimonials. Ask directly for referrals in an assertive manner. Request a testimonial respectfully not forcefully. To make the process as easy as possible for your customers. Provide them with a clear and convenient way to refer others or submit testimonials, such as through a simple online form or by sending an email. And always thank them for their support, regardless of the outcome.

A client considers a company for repeat business when they have had a positive experience with the company in the past. This could include factors such as excellent customer service, high-quality products or services, competitive pricing, and a strong reputation for reliability and trustworthiness. IF you are able to convince the client that you meet atleast some of these criteria ( depending which factor is important for the client), then you are successful in getting repeated orders.

Key account Management is most important to get repeat customer !! Unless you treat customer as special why should he treat you special ..exceeding customer expectations with a follow up in deliverables satisfaction on work completion personally ensures greater chances of customer return