Monthly Archives: October 2011

Creating Customers for Life: The Reinforcement Stage to Grow Your Contracting Business

Why do businesses fail? According to Dun and Bradstreet, the single most important reason for the failure of businesses in America is a lack of sales. And this statistic refers not only to the initial sale, but to repeat business as well.

Business owners have found that future transactions and referrals have to be fought for almost as hard as the initial transaction. What transpires during the reinforcement stage determines whether you will be enjoying a one-time relationship with your customer or whether they will become a customer for life who won’t hesitate to recommend you to their family, friends and associates. Continue reading