Your existing database of customers is an excellent way to increase your sales by cross-selling other products and services to them and getting them to recommend your business to someone they know. Word of mouth from a satisfied customer is perhaps the strongest marketing endorsement you can receive. And the fact that existing customers already know you and trust you virtually eliminate any tactics you’d normally need to use to close new business. To strengthen your sales, here’s three quick tips from Dale Carnegie Training to ensure your existing customers remain faithful and recommend you to their friends and colleagues:
1. Communicate Consistently — Consistent communication though marketing can be accomplished several ways—through a series of educational e-mail tips, monthly letters, postcards, newsletters, and social media initiatives. It builds trust, credibility and brand recognition. Far too many businesses confuse marketing as “sell, sell, sell,” but you cannot sell all the time if your audience senses that is all you’re out to do. Ultimately, you want your business to be your client’s companion, providing supportive and useful information on a regular basis.
2. Customer Service Is More Important Than You Think — Great customer service means going the distance for your customers. By putting them first, you will find that they will be far more likely to recommend you to someone they know. This means timely responses to inquiries, solid guarantees, paying prompt attention to any problems and, of course, providing a quality product or service.
3. Know What Your Customers Want And Need — You can profoundly deepen your business’ customer loyalty by putting time and energy into learning their wants, wishes, values and priorities. This research can go a long way to helping make your customer’s experience with your organization feel truly unique and something they won’t forget.
When it comes to sales and marketing, it is easy to focus solely on your database of prospects. And while the value of a new customer coming on board is immeasurable, your existing customer base should never be overlooked. By heeding the tips listed above, you will not only create stronger customer loyalty, but also a new stream of revenue to your business.