Central to maximising the performance of any business is maximising the lifetime value of each enquiry. Maximising the lifetime value of each enquiry maximises the return on the promotion associated with generating each enquiry. It drives revenue up and marketing costs down. Central to maximising the lifetime value of each enquiry is maximising – conversion […]

Central to maximising the performance of any business is maximising the lifetime value of each enquiry. Maximising the lifetime value of each enquiry maximises the return on the promotion associated with generating each enquiry. It drives revenue up and marketing costs down. Central to maximising the lifetime value of each enquiry is maximising – conversion rates, margins, the average sales per customer, repeat business rates and referral rates.  Here are five tips for – maximising repeat business rates in 2021.  To maximise repeat business rates – 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 – especially in the B2B environment. Another study found that 91% of customers say they’d give referrals; only 11% of salespeople ask for referrals. This points to the failure of salespeople to leverage referrals. Another study found that…