Are you a small business owner? Do you want to grow your business in 2011? And by that I mean increase the turnover and profitability (you do know your vital stats right?). Generally speaking there are 3 ways to grow any business:
Many business owners focus their time and energy on the first strategy – attracting more leads and converting them into sales. They embark on costly PPC campaigns, network like mad at all possible events, send 1000s of leaflets or direct mail letters.
But the easy money in your business rests in the other 2 strategies. You are simply asking people who have previously bought from you to buy more or to buy again.
Getting that elusive first purchase is the hardest deal to close for any business, whether you are B2B or B2C. Your prospects are terrified of making a mistake, of picking the wrong product and wasting money. Fear of getting it wrong is the main reason that stops them trying something new – you.
So why would you then put all your sales and marketing energy into developing new clients? Of course every business needs a stream of new clients but you will see stronger, more predictable revenues by encouraging existing and past clients to buy more from you more often.
How to achieve this? You will need to put in place a process to encourage customers to come back to you, and this process needs to be as format as any processes in your business. Here are the key steps we use in TJConsulting:
And if that fails – remember at least to get a full testimonial from each past customer to help you attract new leads. High quantity of quality testimonials will significantly improve your conversion rates.
What’s your way of getting your clients to come back and buy more and often? Please share here with us and other readers.
Member since: 8th May 2012
I'm a Virtual Assistant offering secretarial, book-keeping and social media marketing services to small businesses and self-employed professionals. I design and write e-newsletters, blogs, websites and...