There are so many companies who take the attitude that they can stop marketing as soon as they’ve turned a prospect into a customer. But really, continuing to market to existing customers will help you keep the customer’s trust and attention.
It’s extremely important to continue to reach out to customers even after they’ve made their first purchase.
In this way, you can continue to see increased revenue even if you’re not getting sales from new sources. Putting as much effort into your existing clients as potential new clients will go a long way toward creating some sustainable revenue for your business.
The biggest way that you can keep your customers around and even encourage them to increase their spending on your products or services is to ensure that you offer them value beyond the things that you can sell them. Your customers should be loyal to your company for more than just what they’re paying you for – you should go above and beyond with the ways that you provide value to them.
Some strategies or tools you could use for this include:
- Honor Milestones & Events: When your customer reaches a certain milestone, achieves a known goal, overcomes adversity or even is celebrating a birthday – pick up the phone and call – better yet, send a gift that is fitting for the occasion. This holds true for staff as well as leadership.
- Share eBooks written by your company with existing customers to help establish yourself as an authority in your field. These books should be written about subjects that your customers would be interested in and have some sort of value to them.
- Webinars allow you to put a face to your company and share information with your customers through interactive sessions. They’re a great way to strengthen the relationship that you have with existing customers.
- Chat sessions on social media. For example, you could have customers join a conversation with your company by tweeting at you with a particular hashtag if they have a question or comment to contribute. On Facebook and LinkedIn, you could respond to comments left on your posts by customers. These types of practices work to nurture the relationship you have with your customers and increase loyalty to your brand.
- Give First by going above and beyond the call or your duty or contractual obligations. Be there when your client needs a trusted resource or advisor – not just when you want to collect.
For more tips about how you can increase revenue and loyalty in your existing customers, work with our small business experts at Viral Solutions.
Copyright Viral Solutions llc © 2014. All Rights Reserved
by Christine Kelly
CEO and Queen Bee | Viral Solutions LLC
Prior to joining Viral Solutions, Christine held executive leadership roles at some of the largest small business consulting firms in the USA. Her experience includes leading direct reports of over 130 remote sales agents who generated $38mm in annual revenue. She obtained her Marketing degree from British Columbia Institute of Technology. Bring her C-Suite experience to your small business. Although our company is virtual, and we can work with you wherever you are located, she is located in Denver, Colorado and owns a second home in Vancouver, BC Canada.
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