The probability of selling to an existing customer is 3x to 35x higher than selling to a new one. Yet the focus tends to be on acquiring new customers, simply for the reason that looks better on paper.  Positive numbers for new customers is always a fun thing to see on your spreadsheets. Yet, there’s also real excitement and opportunity in focusing on retaining your existing customers. When building a loyal base of customers, you should also implement customer retention....

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