The shortest path to more sales is already sitting dormant in your business right now.
- Referrals – before you spend any money on marketing for new customers, evaluate how well you are doing at servicing the heck out of your existing customers. If you are doing an outstanding job and they love you, you are well within your rights to ask for a referral. Make the ask appropriate for the relationship and make it easy for them to give. Be specific and grateful. If people ever feel pressured to give a referral, it will generally leave a bad taste. Be tactful and most important – make sure you are worthy!
- Testimonials – as per the above point, when your customers love your business, capture that in the form of a testimonial. Many testimonials provide marketing leverage and it also solidify for your customer, how they feel about your business. There is something about committing to a written statement that makes a feeling real. Following up with a referral request after a testimonial is given can work well.
- Add on sales – What else do they need? If you are in tune with your customers needs, odds are there are other things they need that you could be helping them with. This may be a natural extension of your existing offerings or it could be something outside your current scope of expertise. If you can offer the service directly, great. And if not then you can partner with someone who can. An example of this was a client of ours who did waterproofing. He’d had a couple of people ask him if he could recommend a window supplier. So he starting asking any customers who had old windows if they had thought about replacing them. If they said yes, he referred his ‘partner’ business to come and quote. Once the sales was made, our client received a commission on the sale.