Within a few months, your customers are going to start looking for new software, and expansion items like tape backup, expanded memory, or a color printer, and they would rather buy from someone they know. Guerrillas capture these sales by following up by phone one week, one month, and three months after the sale, and then every six months thereafter. Drop in on customers. Start Your Own Club Part of the attraction of the price-clubs is that people like to feel as if they belong. Guerrillas turn this to their advantage by issuing their own membership cards.
Preferred customers can qualify for discounts on supplies like printer toner, ribbons and diskettes.
Repeat your marketing message again and again and again. By building long-term relationships, guerrillas turn their small size to their advantage, and the giants don't stand a chance.