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How to Keep Customers Coming Back For More
So you've had some success getting customers in your small business. They bought once, and you're not quite sure why they're not returning for more. How do you increase the number of repeat sales you get? How to you get clients/customers coming back for more. Great question and I have a few sales-generating suggestions for you. Why Did They Show Up? There's some gold in discovering why your customers showed up in the first place. Often, when we're focused on how to sell services or any other product for that matter, we're focused on the sale and not the customer. But actually, when you focus on the customer and you get real clear on what caused them to show up in the first place, you are a far better position to create repeat sales. When someone shows up to buy something, they're usually pretty prolific about why they need it. They're freely sharing "the why." Your goal would be to become really attentive to what's being said. That will give you some clues as to what else you can offer to create future sales. Sell Solutions If you'd like to sell more of something, you'd first have to find out what the next need is, yes? Customers only pull out their credit cards when they see what you are offering as as the solution to their needs, problems, frustrations or burning desires. So the key then, would be to get real clear on what you sell from the perspective of being a solution vs just another product or service. When you know what the need is and you can speak convincingly about the solution you can provide to that need or burning desire, then you're well positioned to create repeat sales. Get a Crowd of Hungry Buyers Sometimes we look for repeat sales in the wrong places and here's what I mean by that. If you're still thinking that your product is for "anyone and everyone" you're actually undermining your sales. Sure, you may be successful in getting a bunch of random people to buy, but are they really your ideal customer? If they're not your ideal customer, then the chances of repeat sales are slim to none. So what I say is.. focus all your energies on folks who are truly your ideal customers. The ones who are genuinely hungry for what you have to offer. They're excited to have found you and your solution, they happily buy from you, and the sale is virtually effortless. But be sure you've also invested in some knowledge on how to have an effective sales conversation as well (as that may be a big part of the problem). Don't Forget the Relationship & Follow-Up It's funny that we want customers to come back for more but at the same time, we are the ones who are drop out of sight and go into silence after the sale is made. If someone buys and never hears from you, then the chances of repeat sales are slim to none. So when the purchase is complete, explore what you can do to continue the relationship? In my business coaching practice, for example, I continue the relationship through helpful articles, videos, audios, etc. I continue to provide value and remind folks of my expertise, that I'm here and that I can help through other available resources. It's called follow-up and it's also setting up your "sales funnel." It's important to set up your business to remind folks what's next for them in their quest for solutions. Don't assume they know what else they can get. So to create repeat sales, you may need to deepen the relationship and your visibility through more consistent follow-up. And when you follow-up by providing great value (tips, suggestions, teaching, etc. in your area of expertise) and by truly helping, it's actually quite a lot of fun as well.
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For More Sales Tips: Knowing Your Consumer is the Key to Successful Sales! 10 Ways to Increase Your Sales |
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