Follow-Up Tactics That Multiply Your Customers Exponentially
Once you’ve gone through the sales process with a customer, the deal is far from done. You’ve got to follow up with them afterwards or else you’re wasting a valuable opportunity to make further sales and build a long-term relationship.
Following up with your customer has an important purpose for both you and them. For you, it leads to further sales opportunities. It’s much easier to sell to customers who know and trust your service than to seek out new prospects. For your customer, it shows that you care about them and they’re important to you.
How to Profit from Upsells
Upselling means getting your customer to buy from you again, usually at a discounted price. There are lots of different ways to do it, but all of them revolve around one basic idea. You want to thank them for their business by offering them an exclusive deal just for them.
You can offer a special discount at the time of purchase with coupons for their next visit. Or you can send them a ‘thank you’ message with a special offer. Many businesses ask for customer feedback and reward customers with the discount when they complete a quick survey.
Freebies to Say Thanks
Successful follow-ups work because they achieve both purposes mentioned above – generating more sales and offering them something special. A great way to do this is to give your customers a free gift. Even if it’s something small, it will have the effect of showing them you remember them and value their service.
It may seem like a catch-22 to give away a free gift at your expense in order to make a profit. But the reason why so many businesses do this is that it works. The effect on your customers is very powerful.
Your follow-up can be extremely simple. For many companies, the main purpose is to simply keep in touch. When you do this, you stay in your customers’ minds and they think of you first when they need your products or services.
Birthday and holiday cards are an excellent way to do this. You can invest in software products that allow you to create your own customized cards and manage a huge list of customer addresses. These simple cards get an excellent response rate.
Another way to stay in touch is to sponsor events. Find out what your customers enjoy or what they’d like to see you sponsor. Create an event that’s exclusive to your customers only, and offer deals, discounts and freebies for attending.
Since following up with your customers is about establishing a long-term relationship, it’s a great opportunity to get to know them. Always pay attention to their responses and adjust accordingly. If they’re getting annoyed or your response rate is low, this means you’re communicating too much and this communication is losing its effectiveness. On the other hand, don’t disappear completely. Finally, make sure that all of your communications offer them something of value that they can use.