Business owners frequently tell me that when it comes to Marketing that they direct the majority of their time and money towards attracting new customers, and somewhat neglect their existing customers.
I recognize that it’s importnat to attract new customers, but don’t ignore your existing customers, as they can often be the easiest way to increase sales. This is particularly true in the near term as it can take considerable time to convert a sales prospect into a paying customer.
Let’s think about this for a moment.
Your existing customers know how you operate, your strengths and weaknesses, and they still buy from you as opposed to someone else. What is it about your value proposition that makes him them want to buy from you, and what can you do to leverage this favored position?
Perhaps you have complimentary products or services that you can sell them. Alternatively, you could introduce some form of incentive program to encourage your customer to buy more of your product/service. These are just two ways in which you can increase your sales to existing customers. I’m confident that you can come up with others.
Good luck.
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