Most business owners, at one point or another, get wrapped up in the sales game of trying every trick and tactic to close new business. And while this is perfectly natural and normal, it can sometimes cause a business to overlook a huge asset to growing their business: Tapping into an existing customer base.
Your Database Of Customers Is An Excellent Source For New Business And Referrals
Your database of customers is an excellent way to increase your sales by cross-selling other products and services to them and then getting them to recommend your business to someone they know. To strengthen your sales, here are three quick tips your business can benefit by from your friends at Dale Carnegie of Atlanta:
1. Communicate Consistently — Consistent communication through marketing is something done through a series of educational e-mail tips, monthly letters, postcards and newsletters. It builds trust, credibility and brand recognition. Far too many businesses confuse marketing as “sell, sell, sell,” but you cannot sell all the time or your audience will not read your marketing campaigns. Ultimately, you want your business to be your client’s companion by providing supportive and useful information on a regular basis.
2. Customer Service Is More Important Than You Think — Great customer service means going the distance for your customers. By putting them first, you will find that they will be far more likely to recommend you to someone they know.
3. Know What Your Customers Want And Need — You can profoundly deepen your business’ customer loyalty by putting time and energy into learning their wants, wishes, values and priorities. This research can go a long way to helping make your customer’s experience with your organization feel truly unique — something they won’t forget.
When it comes to sales and marketing, it is easy to focus solely on your database of prospects. And while the value of a new customer coming on board is immeasurable, your existing customer base should never be overlooked. By heeding the tips listed above, you will not only create stronger customer loyalty, but also a new stream of revenue to your business.
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