Whether you believe we are coming out of the recession or not, one thing is certain,marketing to your existing customers is still the easiest way to get more business.
Too often businesses plough large sums of money into trying to attract new customers at the expense of their current customers. They forget, or worse don't realise, that they already have a ready supply of customers who would happily buy again, if only they were asked.
A simple method to increase sales
And it's not hard to do. A simple 5 minute follow-up phone call to find out how their last purchase went, can not only reveal a lot of useful info, but handled correctly can often lead to another sale.
Given the simplicity, why is it that very few businesses are employing such an effective practice to increase sales?
Is it as Retail Trainer and Business Development Specialist, Dave Sewell suggests on his blog, that customer service is a natural skill that can not be taught? And that some of us have it and some don't (and never will). Surely not!
Care enough to keep in touch
Follow up should be built into the service or product offering so that it is as second nature as asking for payment.
OK, it might not be feasible for Watties to ring up every customer to find out how they liked their last can of baked beans, and if they were ready to buy more.
But for a company that sells consultancy services, training programmes, prescription glasses, hearing aids, dentistry, hairdressing, vehicle maintenance, pet care, electrical services, shoes, insurance... with the power of a simple followup mechanism, can gain more business by showing they care enough to keep in touch.
>> Customer Service - a belief or skill?
