You finally get a customer to buy your item and/or service once and then off they go, never to be heard from again?

One of the biggest new revenue areas for businesses is past
customers. Unfortunately I repeatedly see business owners
spending the majority of their time and energy thinking of cheap
ways to reach new customers, when the ones they've already sold
to would still buy more! These people have already been "sold" on
you, have come through the door (whether it's your website
virtual door or store location) and have given you money.

The common objections usually are:

1. "I have nothing else to sell them."

I say "Nonsense!!" Do you have additional services? Can you
recommend someone else's product or service to them and receive a
referral fee? Have you asked your past customers what else they
would like/need from you?

2. "I don't want to send them ads" or "What would I say to them?"

Please don't! The worst thing you can do is "Thanks for buying
from me, here are some ads and flyers to fill your
mailbox/Inbox." If you have a physical location and your past
client base is fairly local, why not have a social get together
mid-afternoon, have a speaker in that would interest them, host a
party, just to say "thank-you". If you're clients are based
virtually, send them some information/tips that they would find
useful and appreciate, and at the end you can mention what's
going on in your business (with a little discount for them being
a repeat customer).

Communication is key to building relationships and increasing
your sales. Taking a one-off sale into a life-long relationship
(how much is a customer for life worth to you?)

Scott Stratten, President

http://www.Un-Marketing.com

How to Market Your Business Without Spending Money

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