Your current customer base is the foundation to the success of your business. Of course, you hope to build that base by attracting new customers, but what many businesses fail to realize is that by keeping your current customers satisfied, you can expand your profits while cutting your marketing costs. Your loyal customers will always return to your products and services without researching your competition. Loyal customers will also recommend your business to other companies. But just how do you determine whose a loyal customer?

The first step in determining just exactly which customers are loyal is by creating profitability reports. If you have Time and Billing Professional, you have your choice of building three different types of profitability reports including a report by clients. You can discover which customers spend the most amount of money and earn you the most profits. The customers that spend large amounts of money for your products and services do so because they trusted you and your work.

The next step to determining a loyal customer is by finding out which customers you spend the most amount of time with. Customers that keep coming back and continually use your services, no matter if they are highly profitable services or not, are loyal customers and do bring in profits to your company on a regular basis. Time and Billing Professional also features productivity reports and you can build a report based on clients to determine which customers you spend your time with.

Once you establish which customers are loyal, you want to make sure they stay loyal. The best way to do that is by really knowing exactly which services and products keep the customer returning to your company. For example, if you discover your most loyal customer seems to rely on your networking services, the next time your company has a special for networking services you can make sure the customer is aware of the special. Use your Time and Billing Professional productivity report by category to determine which customers purchase which products or services. By tailoring specials to only specific customers, you will not only increase more sales, but you can also cut the cost of marketing expenses.

The highest form of flattery a customer can provide to your company is not only returning to your products and services, but it is recommending your products and services to another company. Whenever a company refers you to someone else, mark it in your Time and Billing Professional module. You can use this information to build a report to determine who refers you the most. Use this as a potential discount plan for your loyal customer. Perhaps for each referral, give your loyal customers a specific discount.

Knowing who your loyal customers are, learning about which product and services they need, and establishing specials tailored just for them will keep your loyal customers returning to your business. And remember – if you are continuously good to your loyal customers, they will be good to you.