Acquiring new customers
When it comes to increasing the size of your customer base, the first people you should look to are your most loyal customers. They are your best salespeople because they are more likely to recommend your business to others.
However, if you take the time to learn about them through profiling and communication this will help to tell you who you should be targeting next. Ideally, you should aim to get more customers that are just like the best customers that you already have.
Customer loyalty: How to generate repeat business
It’s always a great feeling to get a sale and though one-off sales are fine, the chances are you will want every customer to buy from you again and again. The most obvious way to achieve this is to provide a good product or service at a good price, along with excellent customer service. It has never been more important to treat your customers well, since almost half of all consumers now put more importance on customer service since the start of the recession.
Customers love being valued and treated like VIPs. Many shoppers today will not stand for a poor retail experience.
An ‘Insites Study’ revealed 36% would not give a business a second chance if they didn’t feel it was up to scratch.
But generating customer loyalty goes well beyond service at the point of sale.
If you really want to stand out from your competition, build a community around your customer that adds value in a unique way.
Take time to find out what customers really value about your business – and give it to them. Involve them in your business. You can even do this by letting them get involved in helping you develop new products and services.
There is always a market for anything that saves people time or money, makes their lives easier, or simpler or cheaper. When providing something like this, make sure your costs are very competitive and you are giving customers exactly what they want, rather than trying to tell them what you think they want. You have to be absolutely focused on delivering something of real value to them.
You will find that when you are marketing well to your existing customers, you will very quickly start to pick up new ones. To get to this stage, you will have had to learn not only who your customers are but where they are. You will also have discovered what they like about your product or services, when they buy and what communications channels they use.
You then use this exact same information to deliberately target fresh customers through offers and promotions and through generating referrals from existing customers.