Selling to Customers Again and Again
By Larry Dotson
Tuesday, July 6, 2004; 3:30pm EST
You're always going
to have people that buy once and never purchase again. Once they quit
buying, that's lost revenue for your business. To stay in business
these days you must persuade your one time purchasers into buying
again and again.
First, you must set up the process to re-contact them after they
order. This will remind them that you're still in business, ready and
willing to sell to them again. Ask visitors to sign up to your free
e-zine, associate program, mailing list, opt-in list, etc.
Now that you have the opportunity to re-contact them you must learn
their future needs and wants. When you send them any information
remind them that you're open to any questions or advice and give them
a customer satisfaction survey. This kind of data can be useful to
successfully present new offers and products to them.
Next, you can send your back end offers. Give your customers plenty of
incentives and deadlines to order. You could offer them a discount for
ordering before a certain date. Tell them "first come first serve" you
have only so many left in stock. Offer them bonus products if they
order in a certain number of minutes. All these techniques can greatly
increase your chances.
Finally, show your customers that you care about their business. Mail
them greeting cards on holidays and birthdays. Send them surprise
once in a while. Invite them to company get togethers and parties. You
can always include a subtle offer with each card, invitation or gift.
About Source of Article
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