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CUSTOMER SERVICE

How Can I Increase Sales?
 

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Are you following up with former customers to ask for more business? Clifford's Flowers, in Quincy, Mass., uses sales records to generate letters to past customers, reminding them that they may want to order flowers again for upcoming birthdays or anniversaries. Sound too obvious to be effective? On the contrary, says James Clifford, owner of the $5 million florist. He has found that 75% to 85% of customers who get the letter reorder - a figure that shocks him. "I never dreamt that three out of four customers would say, 'Yes, send my mother roses again," he says.

Last updated: Mar 1, 1997




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