Study after study has shown that the cost to do more business with existing customers is far less than finding new customers. Also, new customers come along with the expense of setting up new accounts in your system and training them on the way you need things done for efficiency.
An existing customer has all of their questions answered and knows that they can trust you to handle their project. I have seen companies that build their company around their customers get gifted with open purchase orders and are allowed to fill in the blanks. Their customers trust they will do what is right by them and the right solution will be used for them at the best possible price.
-Aaron Montgomery, MontCo Consulting, 2 Regular Guys
Read about how to be a customer-centric business in the September ’18 issue of A&E.