Basic marketing tactics often produce the most profitable results. Patricia Berry offers four examples that have proven highly effective for any business.
1. Focus on Your Best Prospects
Imagine how profitable your business would be if more of your new customers were like the best customers you have now. Here’s how you can make this happen:
Take some time to analyze your current customers to determine what key traits they share — and why those traits make them ideal customers for you. Then revise your sales message to appeal specifically to them.
This will increase both the number of new sales you get and the profitability of each new customer.
2. Pile on the Benefits
Customers usually buy something to save time or money. Offer them an opportunity to do both and you’ll boost your sales. But offer them multiple opportunities to do both and you will cause your sales to soar dramatically.
For example, structure your sales message to stress both the time saving and money-saving benefits of your product or service. Then include a discount price offer if they buy before a certain deadline (more money saved). Finally, figure out how you can deliver all or some of what they’re buying immediately (more time saved).
Tip: If you can’t deliver all or part of your product immediately, add something to the purchase that you can deliver immediately. It can be as simple as a series of helpful tips related to your product posted on your Web site, but available only to new customers.
3. Make Buying Easy
Make it easy for potential customers to buy from you and more will buy. Look for ways to make your buying process easier — and faster.
For example, design your selling procedure so prospects don’t have to make unnecessary decisions. Every decision they have to make interrupts the buying process, and diverts their attention away from completing the sale.
Tip: Don’t ask for unnecessary information during the ordering process. Instead, follow up after the sale with a personalized “thank you” message — and include a brief request for the information.
4. Follow Up, Again and Again
Selling is not a one-step process. Most people don’t buy something the first time that they see or hear about it. You can salvage many of these potential customers with an effective follow-up system.
Your follow-up can be as simple as contacting these prospects periodically with a new offer. Or better yet, follow up periodically with some useful information — and don’t charge them for it. You’ll build a supportive relationship that gains their trust, and eventually the sale.
Tip: Make sure that you have a way to get the e-mail addresses of visitors to your Web site. You need it to follow up with them. For example, offer them a complimentary special report or other useful information — delivered only by e-mail.
Each of these four dynamic marketing tactics provides an easy way for you to boost your sales and profits quickly. They’re easy to use, highly effective, and require very little, if any, new expense.