Take a 'long' look at your customer relationships
from By Fred Berns
What's it take to develop long-term customer relationships? How can you turn contacts into ongoing contracts? How can you convert current clients into continuing ones? Those are critical questions, and the best way to answer them is to put aside the binoculars you use to seek out new prospects. Reach instead for your microscope, so you can dissect your current client relationships and determine ways to expand those connections.
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