SMALL BUSINESS - 8

Small Business Marketing Tips: How to Get Your Customers to Buy Over and Over Again

1. Your customers will come to really know and like you. And, of course, we tend to do business with people we know and like. Putting a name and a personality to the products and services they're buying will keep them glued and loyal to you.

2. Your customers will think of you first. This is what I was getting at when I talked about "the only kind of top of mind awareness that matters." When you're staying in touch, you're at the top of their minds—not the other guy.

3. Your customers will appreciate you. As long as you're providing products, services, and information that really will enhance your customers' quality of life, solve their problems, and meet their goals, they will come to rely on you as a trusted advisor, a never-ending source of solutions! And that's a great place to be!

4. Loyalty will improve. Because of the tremendous value you're offering, people will become loyal to your brand, making it extremely difficult for your competition to make any headway with your customers.

5. Sales will increase. Because you're asking for sales consistently, you'll get more. It's that simple.

6. Referrals will increase. The more satisfied your customers are, the more likely they are to refer. What's more, you set up systems to consistently ask for referrals—which of course will lead to more of them!

7. You'll retain customers longer. Remember this profound truth: "When your customers stop buying from you, they stop being your customers." This single principle is so powerful, I actually recommend you make yourself a sign with those exact words and put it someplace you can see it every day. The better you are at keeping in touch with your customers, the longer you'll retain them.

8. You'll reduce your marketing costs. Remember what we said in our previous chapter about spending at least 50% of your marketing budget on your existing customers? Well, that still stands. As you do, you'll get better response for less money.

9. You'll increase your revenue. Because your overhead will decrease, your revenue will go up!

10. You'll increase the Lifetime Profit Value of your customers—which will make your business more and more profitable over time.

11. You'll be more attuned to what your customers need and want. This is one of the greatest benefits of staying in constant contact with your customers. When you make it a point to interact with them, they'll let you know what they need. And that will give you the information and power to make your products and services even more valuable.

12. You'll feel good about your business. Knowing that you're making a real difference in the lives of others is one of the greatest thing about being in business for yourself. What kind of an impact you're making is never more apparent than when you've built solid relationships with your customers, and they show you with their pocketbooks.

So make a point to contact your customers regularly! Make an offer! And watch your business explode.