Are You Educating Your Small Business Customers?

Posted by seanmccarthy on April 9, 2014

How well do you educate your customers?

Educate them? Educate them about what, you may be thinking. Well, consider this, many small businesses focus solely on attracting new customers and generating new leads, but easiest way to more sales is to look at your current customers and clients. You NEED to spend a good chunk of your time retaining current and former customers. These are people you already know to be a good sales potential…they’ve already bought from you!

Take the time to market new products and services to your current and previous customers and less time trying to sell old products to new customers and you will see a drastic increase in your sales, customer quality and marketing position.

Here are a couple of key elements to use to retain your current customers:

  1. Stay in contact: This means by phone, email, e-newsletter, social media, in person–even by carrier pigeon if you have too!

  2. Post-Purchase Follow-up: This simply means you need to follow up with customers after they bought from you. Your customers need to feel like they are being supported for their purchase and with the item they purchased. How many times have you purchased a product, then felt completely abandoned? Something as simple as a Thank You note with your contact or customer service information can go along way in retaining a great customer.

  3. Deals & Guarantees: Always offer your current small business customers the best deals and guarantees you have. Show them you appreciate their business or even come up with a loyalty club specifically to reward loyal customers. You can also do this with a preferred pricing option.

  4. Integrity: Using good business practices and simply upholding integrity, dignity and honesty go along way with customers. Let’s face it, there’s a lot of swindling and crap out there and the safer and more confident you make your customers feel, the more they will trust you and that makes for an amazingly supportive and loyal customer.

As you spend more time delivering value to your current small business customers and clients, building stronger relationships with them and learning more about them, you will find that they send you more referrals and will gladly market your business for you.  This will ultimately save you time and money.

There are three cornerstone ideas to a successful business:

  • Quality product/service

  • Offering useful products/services that solve a problem for or enhance the life of a customer

  • Offer subjects your customers find interesting

Use this approach of educating your customers and offering them real information insights and opportunities to grow their relationship with you,  and you will be rewarded with loyalty and success.

Stop wasting all your time on new prospects while your current customers fall by the wayside!

 “Your best prospects are your existing customers. If you’ve been putting all your marketing efforts into acquiring new customers, stop and diverts some of your resources into reselling, upselling, cross-selling to those same customers. In every ways possible – through package inserts, regular mailings, special offers – stay in touch with those customers and get them used to buying from you.”

~Jay Abraham

So, there it is! Remember, our FREE test drive can help you put together the resources and tools to do exactly that. We can help you educate your customers and you can watch the benefits pay off manyfold.

Small Business Lessons I Learned from Paris Hilton

Posted by seanmccarthy on March 17, 2014

Today we’ll talk about shameless self-promotion. That’s right, shameless! After all, we are learning from Paris Hilton here.

It’s all about self-promotion! Self-promotion comes in many forms and you can use different tactics to get your name out there. Look at politicians! Talk about self-promotion and in some not so discreet ways, at that. But, seriously, consider some of the major superstars we all know. Madonna, Donald Trump, Howard Stern and Bill Clinton, just to name a few.

We all self promote. Did you ever raise your hand in class to show the teacher you knew the answer? Ever try to get your hand higher than the other kids to express you really knew the correct answer? Of course you did! That’s self-promotion. This is the kind of self-promotion we are talking about. With dignity, class and the knowledge to back it up. If you self-promote only to prove you don’t really know what you’re talking about, you’re going to lose business.

Natural self-promoters are the former and I want to tell you about the three traits they have and use to build themselves, along with promoting their businesses.

  1. The first is position. You need to position yourself around people who can make a difference in your life. You need to do this frequently. You need to wake up every morning and ask yourself “Who can I meet today who will make a difference in my success?” In fact, go a step further, write it in big, bold letters and tape it on your bathroom mirror.

Also consider:

Who can help me meet my goals?

Is it a prospective customer/client? A colleague with contacts? An association with key members who may become prospects?

Don’t settle into interacting with the people who are the easiest to access. You need to reach outside your comfort zone and there — only there–you will find a wealth of new connections that will bring you great success.

  1. Now, let’s talk about Style. No, this doesn’t mean you need an Armani suit to bring in more business (though, let’s be honest-it wouldn’t hurt). What this really means is how are you different from your competitors and others in your industry. What is your style that stands out? What makes you memorable with customers?

If you are meeting a lot of people and they don’t remember you once you leave the room, you have a serious problem! This means you have an opportunity to present yourself in a more memorable way.

There are lots of little subtle changes you can make. Reassess your:

  • Business cards
  • Company message
  • Your picture
  • Your wording
  • Your interest

Dale Carnegie points out it is more important to be interested, not interesting.

You get the idea. There are lots of little ways you can work on making your image and business more successful. Also, consider your voice message, how you sound on the phone and how you greet people at meetings or other events. Think about your 30-sec elevator speech.  All of these contribute to how people experience you.

  1. The third trait of natural promoters is repetition. You can’t say it once and leave it at that. Successful self-promoters say it as many times as they need until they get a response. Would you remember a commercial for Coca-Cola if you only saw it once, no! You see it over and over and eventually you head out to the store.

You, also, have to make multiple impressions on those you are networking with in order to build brand awareness. Repetition is in direct connection with positioning. Once you find people to network with, reach out and find hundreds more who can help in your success as well.

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