You will continue to build your business even after the final sale. If you haven't yet, start incorporating a few of the basic tactics to building your sales.
You’ve spent time, energy and money promoting your business and potential customers are beginning to notice you. Any second now you will make your first sale! The concept is exciting and frightening both at the same time. Most new business owners have few customers, and although their marketing efforts are beginning to pay off, it is necessary to make the most of every customer, especially the ones that buy something.
The techniques that I am about to share with you are time tested and proven to be effective, however, they are often overlooked by business owners. They are basic ways to add additional profit to every transaction.
FOLLOW UP This is a small task that can have really big impact on your customers. After the sale, follow-up with a ‘thank you’ email and include an advertisement for other products you sell. Also, don’t let the relationship end! Follow-up at regular intervals; once every few weeks or once a month. You could even automate this with the use an email auto responder. Isn’t technology wonderful?
UPSELL Think about this for a minute. If you went to the store to purchase a tent, you may also need a flashlight, batteries for the flashlight, sleeping bags and a camp stove. You can up sell to your internet customers the same. When they’re at your order page, tell them about a few extra related products you have for sale. Offer to add it to their original order as a convenience to them.
REFERRALS Your customer is going to love the product that they just purchased. They’re going to tell their friends and family about it. Don’t be afraid to ask for referrals or set up a referral program such as; if a customer refers 4 other customers to your business, they will receive a percentage off their order or a gift certificate. This will effectively multiply your original profit and growth.
AFFILIATE PROGRAM When you sell a product, give your customers the option of joining an affiliate program so they can make commissions selling your product. This will multiply the sale you just made and provide you with a residual source of new customers
JOINT VENTURE Modified for internet profit, this old ‘two heads are better then one’ scenario provides the opportunity to cross promote your product with other businesses’ related products that you will sell together in a package. You can include ad copy for other products you offer and have other businesses selling it for you.
COUPONS A classic advertising tool and is easily adapted to online sales. When you ship out or deliver you product, include a coupon good for a discount on other related products you sell. You will be rewarding your customer for the business and it will dramatically increase the odds that they will buy more products from you.
SEND A CATALOG Even internet based business can use this historical way of marketing. Catalog marketing is very effective, even today. Send you customers a catalog of add-on products for the original product they purchased. This could be upgrades, special services, attachments, etc. If they enjoy product they will buy the extra add-ons. In today’s world, catalogs can be electronic.
GIFT CERTIFICATES It’s getting more and more difficult to give gifts these days, Solution? Gift certificates! When you sell a gift certificate, you’ve solved a problem for your customer, plus you’ll make sales from the purchase of the gift certificate. When the recipient cashes it in, you have the opportunity to up sell more products or services.
FREE BONUSES Who doesn’t like a freebie? Send your customers free gifts with their product package. The freebies should have your ad printed on them. For businesses selling physical goods, it could be bumper stickers, ball caps, t-shirts etc. This will allow other people to see your ad and order. If your product is electronic or digital, it’s even easier, because the giveaway will usually cost you less.
SPONSORSHIP What a better way to advertise your business. Sponsor a sports team, charity organization, or local club. This method shows your customers that you care and are involved in a worthy cause. Your customers will even purchase items just because it is going to a good cause.
There are countless other ways to maximize your sales. The purpose of this article is merely to open your eyes to the fact that the quality of the relationship you build with your customer is what increases your profit. The underlying idea is to build trust. If your customer considers you a valuable and trusted resource, you will be rewarded with more profits! |
