8 simple rules for repeat sales

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

1. Give them what they asked for—close doesn't count, exact does—not once, but every time.

2. Deliver quality—don't bother delivering inferior product.

3. 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 one-time supplier.

4. Become a valued team member—go above and beyond or don't go at all.

5. Keep them informed—let them know about delays, pricing issues, and potential problems well in advance of the rumor mongers (your competition).

6. Tell the truth—don't become overly enthusiastic and stretch the truth, even if your honesty costs you the sale.

7. Show appreciation for past sales—e.g., nice golf courses, 2-hour lunches, and leisurely steak dinners.

8. Show interest—either you invest your time thinking about their company and how you can help them—or your competitor will.