Stronger Customer Relationships
Allocating your marketing
efforts between acquiring new customers and getting additional business
from existing customers can be a challenging decision. Businesses that
can sell additional products or services to existing customers can have
a built in advantage. Here are some ideas to help strengthen your existing
customer relationships and perhaps get some new customers along the way.
to feel that their business is valued.
While a simple "thank
you" can help convey your appreciation, going an extra step can strengthen
the relationship. A gift, or at least a card during the holiday season,
can show that you remembered the customer and may stimulate a "thanks
for the gift" conversation.
to feel that their vendors care about them.
If your business sells
to other businesses, try to establish a means to offer some insights into
their business. If you sell to others in that industry, share some ideas
you have gained from others. Be careful not to divulge secrets, but telling
a customer about a success someone else has had may give them an idea
for improving their business. At a minimum, it shows you are thinking
to trust their vendors.
a guarantee on your product. Few things speak louder than the confidence
you show when you offer to refund a customer's money if the product doesn't
measure up to what is expected. Even if your product is immediately consumed
after purchase, there may be some way to create a "guarantee"
to demonstrate your confidence in the product.
want their vendors to be successful.
Being able to rely
on the same supplier saves customers time and effort. Be sure to let your
customers know that you will be there when they need you. You can do this
by being visible when you land a new customer by issuing a press release
(if appropriate in your business). You can also demonstrate your success
by telling customers about what you are doing. You may find including
a story of a recent success in a conversation will prompt even more business.
a pleasant relationship with their vendors.
Everyone wants to
be happy and few things create happiness like pleasant conversations.
Make it a point to meet or call customers on a regular basis without making
a sales pitch. If appropriate, a simple contact on their birthday may
create more goodwill than almost anything else.
While you are having
these types of contacts with customers, don't forget to ask for referrals.