Are you forgetting your Bread and Butter Customers?

Sales Diva Kim Duke's grandmother was a young woman growing up during The Great Depression. She used to tell Kim, "You always need to have bread and butter money." Kim has been selling successful for over 20 years, on a nearly 100% commission basis by applying her grandmother's advice: she always takes care of her "bread and butter" customers.

So who are your "bread and butter" customers? They are the steady, consistent customers who buy from you regularly --Refer you on a consistent basis --Typically give you small to medium sized orders (which often turn bigger) --Pay within 30-45 days

Have you forgotten about your bread and butter customers?

"The bread and butter customers are typically the first ones to be forgotten and taken for granted during lush economic times," says Duke. "When the ball drops and your big, fat clients fall over and wither away into raisins you are left with nothing but bills and a dead database of previous customers you haven't connected with in a long time."

"If you've been smart, your bread and butter customers will still be there," says Duke. "You haven't forgotten about them while you were also attracting larger business. The bread and butter customers are still spending money with you every month - they are referring other customers to you and your cash flow is looking quite fine. But, if you're struggling with sales right now - it's because you haven't been treating your bread and butter customers properly."

How do you get your bread and butter back on the table?

Kim says:

1. Make A List.
Pull a report of all the customers who've purchased from you in the past 3 years.
2. Look at the Top 30% of those customers and get on the phone and meet them if possible for lunch or coffee. Or have a phone meeting instead.
3. Ask Them What They Need Help With. What their challenges are. Who you can connect them with.
4. Follow-up. Send the thank you cards, get the proposal together, ship the product - do what it takes to regain their trust.
5. KEEP IN TOUCH WITH THEM. Bread and Butter customers need to be kept informed - so get your newsletter or ezine together, blog, Twitter, use direct mail - don't fall off the table again. (You probably won't get another chance)

Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com