Oct 17 2007
Part 3 of a 5 Part series on the only four ways you can Grow your business and make more profit.
PART 3 - HOW TO INCREASE THE FREQUENCY OF PURCHASE
Here is a list of idea starters that you can begin working on RIGHT NOW to increase the number of times your customers return to your business.
1. UNDER PROMISE AND OVER DELIVER
remember when your suburban butcher used to add a bit extra at the end of every transaction, an extra sausage, a bone for the dog, this simple act told you, you were a valued customer, it built loyalty and secured your return visits.
2. ENSURE THE SERVICE YOU PROVIDE SURPASSES YOUR CUSTOMERS EXPECTATIONS.
3. ENSURE YOUR SERVICE IS CONSISTANT AND 100% RELIABLE
If you make a promise deliver, if you make an appointment, be on time, if you provide bathrooms make sure they are spotless.
4. DESIGNED OBSOLESENCE and UPGRADES
Many products can be presented to customers in a manner that requires frequent updating. Computer software, Cars, and Clothing are good examples of how wear and tear,trends and fashion are used to stimulate frequent repurchasing. Consumable products, such as printer ink (which reminds me I need to buy some more today) food and wine require frequent repurchasing.
5. SERVICE CONTRACTS
6. NEWSLETTERS, BLOGS and DATA BASES
I surely don’t have to further explain the benefits of obtaining the contact details of your existing customers and then staying in touch with them on a regular basis. However, don’t make the critical mistake of using their contact details to hound them with unwanted “fascinating” stories about you, instead, use their contact details to provide information that will benefit from.
7. ESTABLISH LOYALTY CARDS AND CLUBS
Loyalty clubs allow you to communicate directly with your best customers. You can make them frequent special offers that reward their loyalty and encourage them to invite their network of friends and families. By offering your existing clients special deals, you are not discounting in a manner that destroys your existing pricing. The devices that work best are V.I.P. cards and Multiple Purchase Cards
8. RE-BOOK THEIR NEXT VISIT NOW
Simply by offering to re-book their next visit at the point of payment can prompt additional business and it ensures your customer will not be influenced by your competitors between visits.
9. OFFER AVAILABLE ON NEXT VISIT
Devise an attractive offer for the customers next visit, and inform each customer of the benefits they will receive at the conclusion of the initial visit.
10. ESTABLISH A REMINDER SYSTEM
Offer a data based service that reminds customers of important upcoming Events.
11. MAKE FREQUENT “HOWS THINGS” PHONE CALLS
Make a habit of each day calling several of your existing customers just to say “Hi and How’s Things Going ” This ensures you and your business are always kept “TOP OF MIND”
12. SEND SPECIAL OCCASION CARDS AND GIFTS
13. CONDUCT SPECIAL “CLOSED DOOR” SALES and NEW PRODUCT LAUNCHES
Invite only your loyal customers, and of course, a few of their “special” friends. This way you reward your existing customers and get them to return more frequently than they may have planned, plus you will attract their friends and families as potential NEW CUSTOMERS.
14. CONDUCT EDUCATIONAL Events
Conduct in the same manner as the “Closed Door Sales”, explained above, with similar benefits to your business.
15. PERSONALLY MEET AND BEFRIEND YOUR CUSTOMERS
Surely I don’t have to explain this one, though, I have never met 90% of the people I do business with regularly in my own city.
Again, I’m sure you can think of many more… and if so, please take the time to tell us what has worked for you.
In the next posting we will explore the ways you can attract NEW CUSTOMERS to your business…
But please be pre-warned, the list is very long.