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Beyond 1,000 Cases: How To Guarantee Repeat Sales

There are many lessons learned by sales executives all over the world. Here are just a few of them on how to turn a one-time buyer into a repeat buyer:

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The best way to make a customer buy again, after the first 1,000 case sale, is to understand that farming -- not hunting -- is the world we live in now. Farming is focused on nurturing your customer through a caring relationship. Hunting is trying closing your deal too soon and this approach erodes customer loyalty.

Instead of focusing on the next sale, focus on deepening the customer relationship first by organizing conversations on the social networks they use -- whether it's Twitter, Facebook or Pinterest.

For example, start following your customers on Twitter and use the platform to engage in conversations that are independent of what you're trying to sell them. Observe what they like, then ask them meaningful questions about what they like.

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