[China Glass Network] Businesses who want to develop their own businesses often spend a lot of time trying to lure new customers and buy their own products and services. The trouble is that it takes a lot of money to get new customers. Instead, you should dig into the extra business of existing customers. These people are very familiar with you, and you are familiar with these people's companies. Taking time and effort to understand their needs, you not only get direct returns from them, but they can also be a reliable source of referrals. There are five ways to increase revenue from existing customers;
Personally: We can now communicate with faster electronic devices, but providing services to your customers via email and community networks is still not a substitute for face-to-face communication. “Face-to-face communication is a better way to stay in touch.†Michael Jurken is president of Majic Enterprises in Brookfield. “Last week, I had lunch with a client I hadn’t seen in a few months. Three hours later She called me and wanted to talk about a new project. This face-to-face approach is not good." Based on his customer database data, Jurken keeps track of customers and interacts to ensure that they don't see customers in a few weeks. "If I disappear for a while, the customer's mind will start to drift."
Ask the customer's needs. JoshShipp is the founder of the teen and the founder of the Hey Josh website, which uses online surveys to figure out the needs of customers and then build new products based on those needs. For example, he recently asked customers to fill out an online survey of three questions about the commonalities of adolescent behavior and proposed four options for solving them. He then produced a You Tube video to discuss the findings and recommend his client a structured program, an existing product that meets their needs. “There were 400 people who participated in the survey,†Shipp said. The survey produced 46 orders and his own sales reached $5,000. More importantly, Shipp has shown these customers that they have always been the leader in developing new products.
Sell ​​additional services. Sunny Bonnell, one of the founders of Motto Agency, believes that in the past the company had launched a customer brand strategy and then "let them start." Now, she and her partner, Ashley Hansberg, return to the client to provide them with advice to help them solve the problems that the company's development may bring to them after the previous contact. “This gives customers the professional advice and help they need without the financial burden,†Bonnell said. “And our advantage is that this allows our advisory team to stay in touch and deal with issues that may arise in any new project.â€
beyond expectation. When customers buy your products or services, they have an expectation: value for money. “This immediately created an opportunity for them to exceed expectations and surprise them.†Jonathan Kay is the director of Buzzat Grasshopper, a company that sells virtual phone systems to entrepreneurs. When the customers signed the contract, the company immediately thanked the customers on Twitter, connected the customers with similar ideas and like-minded contracts, and even advertised the customers in the media. Kai's closer innovation: he linked an organic baby food producer to a website looking for organic food and won a two-minute interview with ABC at a client. Kay said: "All these things make our customers feel like being a member of Grasshopper. So when we developed a "listen to your voicemail" service and charge $10 a month, it doesn't take much effort. ."
Motivate your employees. When Manhattan Digital Strategy's Undercurrent wanted to add sales from existing customers, the company launched a step-by-step employee reward program that required three, six or nine repeat customers. Three trades can be won on Friday to zoom in and go to the movies, six trades can get a free massage, and nine traders can win a fifteen-minute crazy shopping reward at WholeFoods. Aaron Dinant, the founding partner of the company, said: "The rewards program is very effective, so we have to stop this kind of reward. We have gained a lot of repeat customers, and we are all overwhelmed."
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