HOW TO BUILD A SOLID BUSINESS FOUNDATION, ONE CUSTOMER AT A TIME
Do You Want to Compete in Today's Business World? If So, You Must Systematically Attract New Customers and Keep Them. Here's How.
By G.H. Bey
Most new mail order and MLM dealers think that their product, service or program is going to bring a ton of customers flocking to their mail box. However, a little experience teaches us that there is a lot of competition in this business and if you are going to compete, you have to create a system of attracting new customers that will work for your particular business. Then you have to build customer confidence in your business. And you must learn how to hold on to those valuable customers.
ATTRACTING NEW CUSTOMERS
Before we begin looking for customers, we must have a plan of action so that we can build a solid customer base.
Most entrepreneurs select products or services and then try to find a market to sell them to. This is fine, as long as there is a large enough market for the product or service that you choose to offer. Another way to do this is to look for a large market and find the product and services that will suit that market. Using the latter method, you cut down on the risk of being stuck with products that no one is interested in.
Once you know who you're going to sell to and what you're going to sell, you must now plan the methods that you're going to employ to reach your potential customers.
Some may say that reaching your target market is simply a matter of advertising. That's true, however, there are certain details that must be considered in order for your advertising to be effective enough to attract the customers that you're seeking. In other words, where, how, and what is the most cost-effective way of reaching your target market? What types of publications should you advertise in? What method of advertising should you use--classified ads, space ads (what size), direct mail? Or, what media should you use--print, radio, TV, Internet, or all of the above? Are you going to pay for all your advertising or are you going to seek free publicity? Whatever you decide to do, consider the steps that you're going to take carefully, before you put them into action.
BUILDING CUSTOMER CONFIDENCE
Building customer confidence is a crucial part of building a solid customer base. The first impression you make on your new customers is the most important impression. If you don't get it right the first time, you won't have a second chance.
First, you must deliver everything (and more) that you promised your customer. You must be professional in every way, be prompt, look good and stand behind your product or service with a generous guarantee. If your customer requests a refund, respond PROMPTLY. You must gain the trust of your customers, they must feel comfortable doing business with you.
KEEPING YOUR CUSTOMERS
There is a difference between making a sale and gaining a customer. Learning how to keep a customer is one of the most important keys to building your business. You may be successful in making many first-time sales but how many of those first-time customers will be willing to do business with you again?
If you don't already know this, then listen up! You will never make a profit by just making one-time sales. YOU MUST HAVE REPEAT CUSTOMERS! It's important to understand that you must deliver every thing that you promised to your customer on the first sale. If your customer is happy with what they purchased from you, you've made a good start towards gaining a steady customer.
Next, all your efforts should go towards building a lasting relationship with your new customer. How do you do this? Communicate with them. Make sure they have your phone number and let them know that they can contact you. Ask them questions, find out what they want. Ask them what they liked and did not like about your product or service and find out how you can better serve them. Treat your customers like they're worth their weight in gold (they are) to you and your business.
Keep these things in mind and put them into action. You'll not only make more sales, but you'll keep steady customers.
G.H. Bey has been in the mail order marketing business for eight years and is happy to share the benefit of his experience (at no charge) with you, just call (412) 363-7187. You can also receive his latest 12-page report for mail-order beginners, THE 12 MASTER KEYS TO BUILDING A SUCCESSFUL, PROFITABLE MAIL ORDER BUSINESS. Just send two first-class stamps to:
Day-Star Communications 7023 Hermitage St. Pittsburgh, PA 15208-1110
Previous
Index
Idea Help
Next
