How can you win more customers without spending more money? It doesn’t matter what business we are in we all want more clients! It doesn’t have to be a difficult or time-consuming task, in-fact a few daily disciplines practised without fail can have huge rewards. Here are a few tips to help you create a never-ending client list!
You have done all the hard work and have a base of existing customers but how often do you communicate with them? Often we are so busy chasing new business that we neglect the people who have already brought from us! Timing is everything when marketing to existing clients, focus on cross-selling or up-selling when the customer is ready to buy. This will depend on how well you know the customer in the first place! Listen to their needs and you can’t failure!
Do not assume that customers know all the products or services that you sell. Most people are focused on one thing when they make a purchase. Has a customer ever said to you ‘I didn’t know you did that’? You need to develop a customer care process that becomes routine. For further reading on customer service visit http://www.marketingdonut.co.uk/marketing/customer-care/customer-service
How much money is left on the table because we don’t ask for a referral? Referrals from existing clients, peers or friends are a powerful endorsement of you. It shows that you are known, liked and trusted, and are a lot closer to winning the new business than any dealing with a prospect who has found you through another channel such as marketing.
That’s why developing a referral process is so important, as the saying ‘goes if you don’t ask you don’t get’ so make it routine to ask if your client/customer knows anyone else that may benefit from your product/service?
When you do get a referral please remember to keep the referer in the loop and above all else thank them!! For further reading on referrals take a look at this book by John Jantsch
“The secret to generating referrals lies in understanding the “Customer Referral Cycle”-the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organisation keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine.
This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget.”
Offer a Free something on your website.
Offering a free give-away on your website in exchange for a name and email address if a great way to build an audience. A strong email list will allow you an audience for your business who you can communicate with on a regular basis, who in turn will hopefully become loyal customers.
Great post on how to start your email list in 6 steps: http://www.incomediary.com/outstanding-email-list-building-success-in-6-easy-steps
Marketing is just Communication! Listening to what people want and then giving them the message that you have the solution!
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