From Hunting to Farming

Came across an useful article on farming (building relationship with existing customer) and how
the hunting process can provide a short-term boost to bottom line results and how the farming will help sustain longer-term benefits – and greater profitability.

We all know it costs a lot more to acquire a new customer than it does to keep an existing one. So common sense tells us there's inherent value in maintaining relationships with your existing customers

Refer complete article at http://www.myriadinc.com/html/3-5/editorials/prcan-hunt-farm.pdf