and in the process, encourage more sales.
Since the general election this past November, there is a lot of discord going around, and it becomes harder to figure what’s real and what’s fake. As a wise man once said, when it comes to discussions about politics and religion, you may be treading water if you desire to jump in with your own opinions.
If you work in or manage a small business, these are trying times. You may be damned if you do or damned if you don’t.
In this type of business discourse, a wise and proven strategy is to cultivate more business from within your existing customer base.
Bear this thought in mind.
And because your customers don’t always know everything you offer or do, it’s a good idea to remind them –
“to cross-sell1 or up-sell2.”
In the process of encouraging more sales activity, you also build loyalty and develop customer relationships.
Here are four proven approaches that can help you, your marketing and sales team, to build better business and cultivate loyalty.
1). Say “thank you” to your customers. Show appreciation for the business they give you. This is always a good way to start when you’re looking for more business. Customers appreciate it and often respond favorably with more business.
Print some post cards with the thank you message. Keep the reverse side for personalization. Print a business card size for each member of the sales and marketing team with a thank you message. Use them face-to-face, add to shipping of their recent order and even customer service, for customer questions.
2). “Reward your current customers for their business and their loyalty. Send a gift. Send a sample. Offer a premium. Mail them a “Thank You” coupon.
This is a great time to introduce your customers to products and services they are not currently buying from you.
3). In addition, be creative with coupons, special offers, a free maintenance check-up, follow up calls for a customer service issue, and so on.
These don’t all have to offer price deductions. In fact, they can be customer-service oriented activities to increase the quality of your customer relationships. Use social media, such as Facebook, for special events.
For another example, use a video presentation on maintenance or other ways to use the product. Share another way with customers to extend the life of the product.
These ideas build loyalty and goodwill in the process.
4). Remember that the key to success in building loyalty and customer relationships is repetition. You can’t do it just once. Constant, frequent, personalized communication with your customers – via mail, email, personal contacts, telephone calls, landing pages and social media – helps ensure that they are thinking about you and not your competition.
Even when the economy tanks, the same tactics mentioned above can be a welcome sign for your customers that you are there for them.
If you enjoyed this post, earlier this year, we published, “Do you know building better customer and prospect relationships…will open many new opportunities for success!” You’ll find additional ideas to build even better relationships.
Another how-to guide using direct marketing and mail for a #SmallBiz success during 2017. Sign up for more #SmallBiz success to receive our monthly email newsletter now!
1Selling an additional product or service to an existing customer.
2A seller induces the customer to purchase more expensive items, upgrades or other add-ons.
Teaching and Coaching – It’s what I do.
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I call this learning experience, “All Marketing is Direct to your Consumers.” I present my marketing methodology that I have used over my career. On the landing page, there is a (1)short, (2)medium and (3)large journey to take. There are many examples, ideas and techniques of the direct marketing to aide in your learning. To feel the full impact of this marketing methodology, take each journey in order. Start now by clicking on the Admit, Journey One. Then send me an email or call (800-251-3608) with your questions. Be sure to ask how to get your present marketing evaluated for free!
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Mike Deuerling. aka: MarketingDoc
At times, some of the smallest changes in your small biz marketing, have the greatest impact. New year, new lower mcg-eVal rates.
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