I often ask clients the Following Question:
What is Your Most Important Business Asset?
Answer: Your customers and your relationship with them.
Right now that sounds a little meaningless doesn’t it? Let me clear this up. This asset is so seriously underutilised in most businesses that it warrants further examination.
Quite simply, if those customers are any good and you have a strong relationship with them then you are sitting on a gold mine of opportunity.
I admit this may sound a little abstract but hear me out. You need a customer to make a sale. You can make multiple sales to the same customer. Now the most important factors in lowering sales resistance are credibility and authority.
If you have sold something to a customer you’ve established your credibility and authority. Your customers are more likely to trust your recommendations after you’ve made this first sale.
What many business owners fail to capitalise on is this: the credibility and authority you establish with a customer after the first sale and the fact that your customers are also candidates to buy any number of other things related to what you first sold them.
Say you are a vet; you can probably arrange to sell your clients their pet food. Even better, you can sell them pet food on continuity. That is they buy a month’s food off you each month until they no longer need it. Every check up you have a chance to revise the mix of the client’s order so that it is nutritionally sound.
Now I’d bet you that a vet’s customer database is actually a list of people that own pets. So what else do pet owners need to buy? Pet insurance, grooming, holiday kennelling, kennels, leads, pet clothes could easily be sold to their existing customers. I’m pretty sure you could sell all of them successfully to your list of customers who go to that particular vet.
There are speciality businesses around every one of those products I just mentioned. But they all could be sold to a vet’s customer list quite easily. You are amassing a list of customers as a by product of doing your core business. Why not form a conglomerate around your customers and meet more of their needs.
If you don’t know where to start, start with building an ironclad relationship with your customers. It is the key to keeping them buying your current offering and building for additional sales in the future.
To find out if our simple turnkey system to do exactly this is right for you, then request a newsletter suitability audit. Ongoing communication is the key to maintaining your relationship, credibility and authority with your existing customers. Together we can determine if this strategy will work for your business and get you ready to succeed. Call 1300 120 006 now or go to www.newslettermarketingsystems.com.au/get-started