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Friday, July 08 2011
All too often, business owners get wrapped up in the sales game -- trying every trick and tactic to close new business.  And while this is perfectly natural and normal, it can sometimes cause a business to overlook a huge asset to growing their business: Existing customers.

 

Your Customer Database Is An Excellent Source Of New Business And Referrals.

 

Your customer database is an excellent way to increase your sales -- both from cross-selling other products and services to them and by getting them to recommend your business to someone they know.  To help strengthen your sales starting Monday morning, here are four quick tips to benefit your business:

 

Tip#1. Communicate Consistently Via Drip Marketing:In essence, consistent communication is the very definition of drip marketing -- something done through a series of educational e-mail tips, bi-monthly letters, e-postcards, e-press releases, sales tools and direct mail newsletters.  The best part about having a drip marketing strategy is that it uses a variety of venues that helps build trust, credibility and brand recognition for your business.  Besides, you cannot sell all of the time or your audience will stop reading your marketing campaigns. 

 

Tip #2. Customer Service Is More Important Than You Think: Great customer service means going the distance for your customers.  By putting them first, you will find them to be far more likely to recommend you to someone they know.  For instance, we treat every business that calls us as a business partner, not just a customer or client.  Once you reach this level of customer service, you will find your database of customers happy to recommend your business to someone they know. 

 

Tip #3. Survey Your Customers' Wants And Needs: You can increase your sales by putting time and energy into learning your customers' wants, needs and desires when it comes to buying what you sell.  Once you complete your research, you can tailor your marketing campaigns around the products and/or services that meet their needs.     

 

Tip #4. Ask Your Customers To Refer You To Someone They Know: Smart business owners realize this: Ask, and you shall receive.  That means if you ask a customer to refer you to someone they know, they will do it.  Tactically, this can be done by sending a letter via snail mail or e-mail (quarterly or semi-annually). 

 

Executive Summary: When it comes to sales and marketing, it is easy to focus solely on your database of prospects.  And while the value of a new customer coming on board is immeasurable, your existing customer base should never be overlooked.  I have personally witnessed many businesses that data-mined their customer database to create a new stream of revenue for their business - revenue they never realized they had.  And so can you. 
Posted by: Glenn Fallavollita AT 06:07 am   |  Permalink   |  0 Comments  |  Email
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