How Many One-time Buyers Do You Have?
* Call your one-time buyers. Find out why they haven’t ordered again.
Above all, remember this: Your business only will survive and prosper if your entire acquisition program is geared toward finding and keeping multibuyers. Tell me this: What percentage of your 12-month customer file has only ordered once?
Terence Jukes is president of B2B Direct Marketing Intelligence Inc., a strategic consultancy based in Fort Lauderdale, Fla., that services clients in the U.S., Canada, France, the U.K. and Germany. You can reach him at www.b2bdmi.com or (954) 566-4451.