shindar1016

Weapon＃11  Telephone upselling

Most business are aware that its easier and less expensive (form a marketing perspective) to do more business with existing customers than it is to generate new customers. That’s because existing customers are predisposed to trust what you say, and to be responsive to add-on offers.

Therefore, set up a system where someone from your company calls each of your clients and makes them a special offer. You’ll be surprised at how much revenue and profit that will add.

Weapon＃12   Direct mail+ Telemarketing

When a direct mail campaign is supplemented by telemarketing, results increase by 500 to 1,000 percent. The key elements of a good telemarketing script are:

☆    Identify yourself.

☆    Give a reason why you’re calling---perhaps to arrange delivery for a gift or following up to a letter.

☆    Ask to talk to the decision maker.

☆    Get past the screening---by offering to call back at a more convenient time.

☆    Talk with the decision maker---and again identify yourself and the reason you’re calling.

☆    Ask for action--- by being specific about what you’ll do or what you want them to do.

Weapon＃13   Marketing asset sharing

If you can’t afford to spend large amount of money on marketing, identify a noncompeting business and offer to share your customer base, store traffic or advertising with them. If you can put together a workable reciprocal arrangement, you can generate some substantial marketing payoffs for both parties.

Weapon＃14   Customer respect

Smart businesses make their customers feel important, appreciated and respected. Why? It’s really very simple. Customers who feel unimportant, unappreciated, or taken for granted take their business elsewhere. There is a direct link between customer retention and customer respect.

Remember, when you lose a customer, not only do you lose the present but also the future business that person would have done. You also lose the added business the people that person would have referred to you would have done. That may amount to serious money, over a number of years.

Weapon＃15   Offer additional products

Your existing clients are already predisposed to doing business with you. They will already like the products and service you offer, the way you do business and the people involved. Smart marketers realize this is an enormous opportunity to do more business, and they will do everything they can to expand their range.

Weapon＃16   Excellence

“If there is one secret to maximum referrals, it is that satisfied customers do not refer in great abundantly. Enthused, inspired, awed customers refer in great abundance. If you are just good enough, that’s not good enough. If customers get only what they expect and deserve, that’s not enough.”

Weapon＃17   A “Champion”

If you’re good enough at what you do, and if your business provides sufficient added value, your customers will become “ Champion”---people who will be willing to champion you to everyone they know. In purely financial terms, a mere handful of well-connected champions can generate a large amount of added revenue.

Thus, the marketer’s challenge isn’t simply to turn prospects into customers. It’s also to turn customers into champions. They will only happen if you genuinely and repeatedly exceed their expectations.