As business owners trying to bring in new customers, one of our cardinal rules is 'Always take care of the customer', even if they are sometimes a pain in the butt and are totally wrong. The thing is, we are here in business to look after their needs and supply them with the products and services they want to buy. Oh, and their money pays for our lifestyle too, which is always nice.
Sure, some of them need to be shown the door every now and then to help us stay sane, but in the majority of cases, your job is to nurture and build relationships with people. It's usually a good strategy to not go out of your way to upset them, to deliver useful information and education,and provide them with the products and services they need and want to buy. By doing these things, your goal should really be to create customers for life.
But to get customers for life, first of all you have to get customers. And the best way to do that is to make sure your customer's first experience buying from you is a good one. After that you can take your new customers through a process of offering them additional products and services, hopefully forever.
But if you don't get that first sale (or don't get the customer's experience right), you won't have much chance of there being a second sale any time soon. So, how do you create that favorable first experience?
You already know that your first sale to a new customer is going to be the hardest, so make it an easy decision for them to buy from you instead of anyone else. In many cases, the new customers, patients or clients you want will be happily buying the exact same services or products from another business. People tend to hate change, so in order to get them to switch, you'll have to make a compelling, brain-dead irresistible offer, or they will most likely just stay where they are.
It's ironic that many of my consulting clients are very reluctant to create any sort of irresistible offer to entice first time customers to come to their business. Some of them seem to believe that simply because they are there, new customers will drop their current suppliers and come to them instead. The problem is, in most cases, it just isn't going to happen unless you ethically 'bribe' them to come on over to you.
Therefore one of the easiest and fastest ways to get customers to move from them over to you is to develop an absolutely irresistible offer - an offer that's so good, people feel like a fool if they don't take you up on it. Then your goal is to keep these people shopping with you instead of going to somebody else. You can do this by building a relationship with them so they get to know, like and trust you. But if you don't do this, they'll simply go to another business when they get a better offer.
Once you have taken those new customers away from your competitors, your focus should move towards doing everything you can to enroll them into some sort of continuity, membership or VIP customer rewards program. Once they are a member, you can send them regular 'Member Only' offers and special promotions to make them feel special and keep them loyal to you.By doing this, you'll see your customer retention increase and your profits soar.
Sure, some of them need to be shown the door every now and then to help us stay sane, but in the majority of cases, your job is to nurture and build relationships with people. It's usually a good strategy to not go out of your way to upset them, to deliver useful information and education,and provide them with the products and services they need and want to buy. By doing these things, your goal should really be to create customers for life.
But to get customers for life, first of all you have to get customers. And the best way to do that is to make sure your customer's first experience buying from you is a good one. After that you can take your new customers through a process of offering them additional products and services, hopefully forever.
But if you don't get that first sale (or don't get the customer's experience right), you won't have much chance of there being a second sale any time soon. So, how do you create that favorable first experience?
You already know that your first sale to a new customer is going to be the hardest, so make it an easy decision for them to buy from you instead of anyone else. In many cases, the new customers, patients or clients you want will be happily buying the exact same services or products from another business. People tend to hate change, so in order to get them to switch, you'll have to make a compelling, brain-dead irresistible offer, or they will most likely just stay where they are.
It's ironic that many of my consulting clients are very reluctant to create any sort of irresistible offer to entice first time customers to come to their business. Some of them seem to believe that simply because they are there, new customers will drop their current suppliers and come to them instead. The problem is, in most cases, it just isn't going to happen unless you ethically 'bribe' them to come on over to you.
Therefore one of the easiest and fastest ways to get customers to move from them over to you is to develop an absolutely irresistible offer - an offer that's so good, people feel like a fool if they don't take you up on it. Then your goal is to keep these people shopping with you instead of going to somebody else. You can do this by building a relationship with them so they get to know, like and trust you. But if you don't do this, they'll simply go to another business when they get a better offer.
Once you have taken those new customers away from your competitors, your focus should move towards doing everything you can to enroll them into some sort of continuity, membership or VIP customer rewards program. Once they are a member, you can send them regular 'Member Only' offers and special promotions to make them feel special and keep them loyal to you.By doing this, you'll see your customer retention increase and your profits soar.
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But what if you are confused about how to get new customers? If you want to quickly and inexpensively increase your sales and profits, Eben Pagan's Accelerate Training can help. You'll also get proven marketing strategies for generating new clients in this article.
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