The most important part of sales (whether you are in marketing or in sales) is creating loyal customers.
Loyal customers will make you a lot of money as they keep returning to buy your product, without you having to prompt them to do so.
In creating loyal customers you have to make them “happy” making them satisfied is not enough.
When doing this some things are completely in your control and some that are not.
For example you cannot change the quality of your product, but you can change the promise.
Here are 3 things you can do:
1.Send a thank you note after a purchase.
People love to get letters and if you send one (without any sales message at all!) thanking them for their time and the nice conversations (don’t thank them for the deal, selling is helping!) they will be surprised and feel a lot more positive towards you and your company.
2.Spend a lot of time on helping the customer make the best possible use of your product or service.
Make sure they know exactly how to use it so that it delivers as much value as possible to your customer.
3.Offer statistics.
Once the customer has used your product, try to offer them as much numbers as possible proving what a difference the product has made to their lives.
This can be hard to get, but anything will do, just try to get some “proof” that your product has made a positive difference.
Action Exercise
1.Start experimenting with your promises and see if you can’t lower the expectations of your customers.
2.Start caring for your customers even after the sale is made.
3.Give them opportunities to buy again.
Your thoughts
Do you have any advice on how to create more loyal customers?
Please share your comments below.
Photo Credit: twak
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Trade shows are a great way to find those loyal customers. By setting up product demonstrations and allowing potential customers to try them out for themselves will definitely teach them the proper way to use your products.
Hey Smash,
Thanks for stopping by and leaving your comment.
You are very right.
Trade shows is a great way to “get out there” and let people get intouch with your products and offers.
Hope to see you here again soon.
//Daniel
that’s true Daniel
you are right
I like that you pointed out helping your customers with using your product/service. I think this is key, and by doing so you can really set yourself apart from the competition as customer service seems to be a lost art form these days.
Nice post!
Hey Do Over Guy,
Great to have you here and thanks for commenting.
You are so right about customer service being forgotten. Today most companies and salesmen are after the “quick money” trying to get a close as quickly as possible. Which is done by closing new and forgetting about the finished.
Hope to see you again soon
//Daniel