Most businesses succeed because of their return customers. Eighty percent of business usually comes from the same twenty percent of return customers who buy again and again.

A business may struggle their first year, do better the second, and really excel their third. All this happens as their stock of return customers grows.

It makes sense to reward people for being return customers. Start your own Return Customer Club.

The second time a customer buys, inform her that she is now entitled to regular discounts, a free newsletter or a free product.

Keep a database of return customers and send out birthday cards and thank you notes after purchases. Most return clients say it is the follow-up they receive that keeps them coming back.

It also makes sense to reward your staff or sales people for making special efforts to attract and keep return customers. Give bigger commissions when return customers place a purchase

Dr. Kevin Nunley provides short articles on a wide variety of marketing and sales subjects. He supplies marketing advice and copywriting fast and at a low cost. Dr. Nunley is a veteran broadcaster and marketing consultant.
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