Get More Customers The Smart Way

Young African CustomerYour customers are assets and it is important to establish good relationships with them. You may be aware of the saying- “it is easier and cheaper to keep existing customers than to get new ones” This is so true and more so because you can use your existing customers to get new ones. This is called a referral. Referrals are very important to a business. When an existing client tells his or her friends and associates about your product/service, half of the work of persuasion has already been done by the existing customer, making your job of converting the prospect easier. Referrals also attract a steady stream of prospective customers your way, increasing sales and ultimately revenue to your business or people to your cause.

For salesmen and small business owners, referrals is especially important because it reduces the amount of time spent cold calling or looking for prospective customers. It allows you to fully utilize what you already have(ie your customer base) before spending resources(time, money, people, energy) on looking for more customers, but doing this takes concentrated and consistent effort on your part.

Getting Your Existing Customers to Bring Prospects Your Way – Tips;

  • Have an excellent product or service that satisfies the needs of your prospective customers. People like to talk about excellent, unusual or outstanding businesses they have encountered. But they also spread the news of unhappy experiences even more widely, so make sure your existing customers are very happy. Regularly ask them, are you satisfied with our product/service? What do you find useful about our product/service? If they aren’t satisfied, it’s an opportunity for you to improve. Ask for ways in which you can improve. This will help you meet the needs of prospective customers since they are the same target market as existing ones. You will also show existing ones that you care about their needs thus strengthening your relationship with them. It is a win win situation. Complaints and poor service offer you an opportunity to turn the situation around. You can turn a disgruntled customer in to someone who pushes your product/service to others.
  • Have a plan. Set specific goals. For example I want a 10% increase in referrals in the next three months. It is important to be specific because then you can measure if you are making progress when it comes to referrals. Also monitor and evaluate your progress.
  • Ask for referrals. When your customers are happy with your product/service, that’s usually the time to ask them to refer you to their friends and associates but be careful how you ask so that you don’t come across as aggressive or too forward. My next Monday post will be on asking for referrals so watch out for it.
  • Make it easier for existing customers to refer you by giving incentives eg free gifts if they give you 10 names. When you contact the prospects mention the name of the customer that referred you in your conversation. You can also make use of ‘refer a friend’ schemes – discounts or special offers
  • When you’re interacting with customers, watch out for referral opportunities. For example, while talking with a customer, he/she may mention problems their friend or colleague is having which you can address, or something they need, or a bad experience somewhere or they are raving about your product/service. All these are opportunities to recommend your product/service to their friends, colleagues or family members. Say something like I can help them with that, can I call them? Or do you think they will be interested? If they complimented your product/service, you can say
  • Regularly keep in touch with your existing customers. Even if it something as simple as a monthly text message, email, a weekly e-newsletter, unexpected gifts, surprise visits etc. It’s important. Call regularly, especially customers that provide 80% of your business.

Referrals are by products of delivering excellent service to your customers so make a commitment to doing that today. A referral customer costs a lot less to acquire and has a higher potential for retention and loyalty. In fact, a referred customer has a 16% higher life-time value. (Wharton School of Business, 2012).

Comments are welcome.

Emem Ita

Emem Ita

Hello, my name is Emem. I'm a marketing & social media strategist with a flair for reading, research, pretty shoes and luscious cake.

I help Entrepreneurs, Coaches & Trainers Move From Struggling Online To;

*Increasing Their Online Visibility & Influence even if they are introverts
*Consistently Attract Customers Online

Download this online customer attraction checklist and start consistently attracting customers online. Click this link to download http://bit.ly/2wwzJ1u

Schedule a free strategy session with me by clicking this link http://bit.ly/2hLXfoC
Emem Ita
About Emem Ita

Hello, my name is Emem. I'm a marketing & social media strategist with a flair for reading, research, pretty shoes and luscious cake.

I help Entrepreneurs, Coaches & Trainers Move From Struggling Online To;

*Increasing Their Online Visibility & Influence even if they are introverts
*Consistently Attract Customers Online

Download this online customer attraction checklist and start consistently attracting customers online. Click this link to download http://bit.ly/2wwzJ1u

Schedule a free strategy session with me by clicking this link http://bit.ly/2hLXfoC

Speak Your Mind

*