June 16, 2010
1. Get More customers
2. 2. Get customers to buy more
3. 3. get customers to buy more often
1. Get more customers
Most business owners and managers use advertising to get more customers. In fact, they often spend 50% of their marketing budget on advertising. They generally use radio, TV, newspaper, direct mail and a few other mediums. Each of those mediums can generate new business if they are used correctly.
The problem is most owners don’t know which kind of advertising to use. Every day businesses waste hundred of thousands of dollars buying the wrong advertising.
There are several other ways to get new customers without spending a lot of money.
Partnering:
There are many ways a business owner can team up with another business owner to co-promote their businesses together. For example-
I have an auto detailing shop and I want more customers. I contact the owner of a car dealership and say I have an idea that will make money for the dealership owner without costing him anything.
The idea is I will prepare an email or regular mailer offering free rock chip repair to all of the dealer’s customers.
The dealer sends the mailer out to his customers. Some customers will come to my detailing shop and get the free rock chip repair. I will sell some of them some of my services and make money. Then I split the profit with the car dealer owner and we all win. He makes money for doing nothing, his customers get
free rock chip repair, and I make money and add customers to my customer base. Win, win, win.
This marketing activity costs me nothing.
Referrals-are one of the most cost effective and profitable methods of non advertising revenue. Referral customers are better customers, they buy more, they keep your product longer, cost nothing. Most sales people hate asking for referrals and customers hate being asked.
Get a good set of CDs on referral systems and implement them right away. It takes the fear out of the referral process. A good referral system can generate 15% increase in sales right away.
2. Get customers to buy more.
Up sell several examples are-
Cars sell under-coating, credit life insurance, detailing
Carpet cleaning- sell upholstery cleaning or Cross sell cleaning air conditioning ducts
Tire store- up sell tire quality- front end alignment- air conditioning service
The throw in up sell- Best Buy-
if you buy a frig and range I’ll throw in a small DVD player.
3. Buy more often- Example:
A carpet cleaner company that cleans for a customer once every six months can offer an annual contract for a discount.
The carpet cleaner can offer other services like window cleaning, or lawn care.
Establish a regular re-contact plan sending a mailer, e-mail, or call customers every month or so.
A business can arrange with his printer, “I’ll give all my business’ printing if you give me great price.”
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