How to make a client a fan of the company?
The Pareto rule in sales works no less efficiently than in other areas. It has long been proven that 20% of the most loyal and loyal customers give 80% of the company’s profits, and the remaining 80% of customers – only 20% of the profits. However, most business owners, sales managers and sales professionals are working hard to increase the second 80% of customers, while it is worthwhile to concentrate on the first 20%. This article will discuss how to work with clients so that they become your loyal fans and gradually increase the number of the first 20%, and, consequently, the volume of 80% of the profits.If you are responsible for sales in your company, or for business development, then the tricks that you will learn from this article is the shortest way to take your company to another level and achieve the revolutions that were planned. These strategies are suitable for small and medium businesses. They will not require large investments from you, and some of them are generally free, but they are very effective.No repeat sales anywhereCompanies everywhere fail in business because they do not have a sufficient number of customers who buy on a regular basis. Their efforts are more focused on attracting customers, but they absolutely do not care what to do next. Thus, they are constantly spinning like a squirrel in a wheel: they attract customers, and they, having made a purchase, without bringing almost any profit, go to the competitors. It is reliably known that selling an existing customer is 4-6 times cheaper than attracting a new one.Every day the competition is growing, technologies are improving. All this leads to the fact that attracting a client becomes more expensive, and if you do not make repeat sales, the profit will be minimal or even zero.If you want to finally make a difference in your company, then you probably think what you can do and where to start.
Below you will see several approaches that will increase the number of repeat sales due to the fact that customers will become your loyal fans.Create a product or service of proper quality and solve customer problemsPlease note that a product or service of “proper quality”, i.e. Quality should be what customers expect to see. It must match the price in their minds. With good marketing, you can sell almost everything, even frankly low-quality goods. But when your customer unwraps the package and, under a beautiful candy wrapper, finds out not what he expected, he will be disappointed.Create a product linePerhaps your product or service belongs to those that end and need to be bought again and again, such as food or hygiene products. But if this is not the case, then without a product line you will not be able to make repeat purchases.Your lineup should include cheap, medium and expensive products / services, products and services for different categories of clients: for men and women, etc.If you are not able to produce new products, unite with partners, with your competitors, create profitable alliances, offer their products and services, receiving remuneration for it. Your businesses will benefit from this.Having several products allows you to do pre-sales (upsell) and cross-sell (cross-sell).• Up sell is a proposal for a more advanced version of the product, instead of the one that the customer originally ordered, aimed at increasing the check.• Cross sell is the sale of additional and related products and / or services to the goods already ordered.Develop several packages of your services / products and always offer customers a more expensive and advanced solution. A certain part of them will definitely agree to an improved version.How to implement it: If a customer places an order on your website, then on the page of a successful order you should offer him additional products, or a more advanced version. Met: “With this product usually buy …”?If an order is received by phone, train your sales managers to figure out the needs and offer additional products.It would seem that a simple technique, virtually no cost. But how few businesses use it!Get customer feedback and encourage open communication.You are constantly in contact with customers and then you can better help them solve their problems. Conduct a preliminary survey and identify the needs of your audience.For this, any of the programs that are freely available on the Internet is perfect. For example, if you run a corporate blog, a survey can be conducted directly on it. You can also use the telephone or interact with your customers at the point of sale.Call or write to the customer after the sale has already been made to clarify whether everything suits him, what other needs he has left unfulfilled. This is very rarely done by anyone, so your call will add a few points to you and your company at once in a piggy bank.