Marketing Tip - June 07
The first thing most people think of to increase sales is to increase customers – wrong! This is one of the most expensive ways to increase your profits.
- Instead – look for ways to increase sales to your existing database of customers.
- Contact those who are on your list who have never purchased from you.
- Contact those who haven’t purchased for some time.
- Contact your current customers and offer them something special.
Most customers do not purchase from you for reasons other than that they may be upset with you. These can be;
| 1. | they just haven’t thought about you |
| 2. | they didn’t know you can provide them with a product or service they need |
| 3. | they are just too busy and have put off contacting you |
| 4. | they think they may not be able to afford your product/service |
| 5. | you are in the ‘too hard’ basket |
- Whatever contact method you use the secret is - be personal and caring. This builds empathy and ultimately results in long term loyalty. The bottom line is “be nice”.
- Direct your letter to a person – not a position.
- Follow up with a phone call to make sure they received your letter.
- Let them know that you are there and try to find out why they haven’t purchased from you recently and what you can do for them.
- Ensure that what makes you unique is significantly highlighted