A lot of small businesses are obsessed with getting new customers through the door.

The thinking is that if you want to make more sales, you need to attract more customers.

But it’s easier to make sales to old customers than new ones. After all, old customers already know, like and trust you, whereas new customers aren’t sure what to make of you.

So make sure that at least some of your marketing is directed to people who have already done business with you. If you gave them great service the first time, they should be happy to spend money with you again.