Do you keep record of your client details? Have you ever analyzed who is giving you more business? How many clients came to you once and never came for second project? What is the frequency of projects coming from repeat clients? What does it take you to get your customers to come back to you again with new projects and requests? It depends on what your business is, how often they need your services, and how well you have treated them well, how much care you have given to their previous projects, what was your effort to put excellence in their projects and again how much you’re reminding them to come back. Could you make a mark? Leave your image to your clients.

It’s now time to check back your clients, their projects, and evaluate the relationship with each of them. Prepare a chart to see, who is most valuable to you and your business. This chart will give you a clear picture of your success or failure status in business. Number of repeat clients is the measure of your business success.

Repeat customers can be built only by offering the consistently high quality products or services, proving integrity in your deals and maintaining the level of excellence high in all deliverables.

You already read my blog post “Is there any formula for Customer Retention?” on customer retention. Convincing a new customer to try your product or service is only a beginning of your journey. The goal is to retain the customers and have them return again and again with new projects and requests and even make them so loyal to your service that they tell their colleagues and friends to use your service and buy your projects. These repeat clients are the foundation for the success of any business.

Repeat customers can be built only by offering the consistently high quality products or services, proving integrity in your deals and maintaining the level of excellence high in all deliverables.

In most of the service businesses, by its nature itself require customers to return again and again. If you can not make your customers satisfied with your service, they will look for other service providers. You should be keep a regular touch base with the customers and remind them that you are there if they need any service from you. Sometime you may need to offer some incentives for returning them to you again. You can remind the customer by email, Instant Messenger, sending post cards, sending birthday wishes, making a courtesy calls.

Here are 10 incentives to encourage repeat customers:

1. You can announce your new services with complimentary or reduced price service to your existing customers.
2. Send New year, Christmas, birthday or holiday greetings and wishes reminding your services or products.
3. You can offer referral awards to your customers if they send you new customers.
4. Promotional offers - offer one service or product free on taking your another services or products
5. Offer free service of specific hours if some number of products or services are attained by customers.
6. Invite your customers in your business events and firm celebrations.
7. Send customer satisfaction survey forms to your customers making sure, you are committed to excellence.
8. Feature your clients in your and highlight the testimonials from clients in your website and flyers.
9. Schedule sending Newsletters.
10. Send advance product or service announcements before you launch your new product or services and offer free updates if possible.

If you find time to thank and recognize your repeat clients, you win a place in the heart of your clients. Repeat clients provide continuous support to your business effectively with very less advertising. They will become your real brand ambassadors.

I would recommend a book on repeat business Instant Repeat Business (Instant Success) by Bradley J Sugars and Brad Sugars.

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