QUESTION – how do I maximise repeat business and referral rates?THOUGHT – develop and leverage relationships Research completed in 2018 found that 84% of B2B relationships start with a referral. This serves to highlight the importance of referrals, particularly in the B2B environment. Another study found that while 91% of customer say they’d give referrals, […]

QUESTION – how do I maximise repeat business and referral rates?THOUGHT – develop and leverage relationships Research completed in 2018 found that 84% of B2B relationships start with a referral. This serves to highlight the importance of referrals, particularly in the B2B environment. Another study found that while 91% of customer say they’d give referrals, only 11% of salespeople ask for them. This highlights the failure of salespeople to leverage referrals. Another study found that 77% of businesses do not think they are fully leveraging the potential of their customers. This points to a missed opportunity to drive repeat business and referral. Establishing a strong relationship between the purchaser, the business, and its relevant personnel is central to maximising referrals. Relationships can help overcome the failure of sales staff to leverage existing customers fully. Relationships drive repeat business and referrals. In driving repeat business and referrals, few things are more…