Have the results from your previous marketing activities been unsuccessful and left you feeling uninspired? Use these highly simple yet effective tactics to accelerate your sales and fill your order books. |
Whatever tactics you use, you must remember the fact that they must reach and strike a chord with your prospective clients. Direct your marketing message in the right context and then give a clear message to your client as to exactly what they should do.
1. Sell the benefits of your services or products If you don’t tell your clients about the RESULTS that your work will bring and the benefits they will get from it, they will never realise the benefit of it. Sell the benefits of your products and services in your sales literature, not the features of the products
2. Focus on your “ideal” customers. Once you know who your best customers are, find out what traits they have in common which make them so ideal to do business with. Generally, the customers who regularly spend more than others, complain less, pay on time are the most enjoyable to do business with.
Once you know clearly know what sort of traits you are looking for in an ideal customer, revise all your marketing messages with those traits in mind so that you can attract your ideal customer base.
3. Analyse previous strategies that have worked for you If you are unsure of identifying what tactics have worked for you, do a marketing audit to find out exactly what you have done in the past, what media you made use of, how appropriate that media was for your target audience and who you targeted. From this you will identify what worked and what did’nt. Improve on the areas that have worked and eliminate any activities that yielded unsatisfactory results..
4. Identfy the customer drain – and block it. Identify the reasons why you regularly lose customers. Sometimes you may not have made them aware of all the services (or products) that they could buy from you and they move on to a competitor whom they perceive has a wider portfolio of products.
In order to prevent this happening, give them a free review at leats every 6 months. From the review you will be able to identify if they are thinking of leaving and then put in your case so that you stand a good chance of maintaining them for a longer period. This is also an ideal chance to upsell your services.
5. Deliver A1 customer service. Your business should aim for unrivalled customer service. Clients stop buying from you because they had encountered problems with your service and feel as though that you have not taken any responsibility for fixing the problem.
The quicker a problem is fixed, the more likely it is that you will retain the client. Often the reason clients leave a provider of service or supplier is not because a problem is arisen, but they are unhappy with the way the business provider handled it. The clients complaints should be taken as a learning curve for companies and an opportunity to learn and improve rather than criticism. Remmeber, the customer is always right and you need to be able to handle cricitcims constructively and maturely.
6. Promise to deliver what you are capable of A famous business maxim is “Underpromise and over-deliver”. Be honest and upfront to your clients about what you are able to do for them, otherwise making big claims about your product or service will create a lot of tension between you and your customers if you cant adeqauetly manage their expectations or satisfy their requirements.
7. Success Leaves Clues. Look for examples of what’s worked for other companies in your industry (or those further afield) and adapt their techniques to your business. As the saying goes “Success leaves clues” and you should always be on the lookout for those clues.
8. Automate your client follow-ups The smartest businesses set up an automated system and sequence of communications to prospective clients. Not everyone will be ready to purchase form you when you want them to but if you regularly keep in contact with them, providing useful information, you will be the first company they think of when they are ready to purchase!
9. Ensure your product or service is relevant to your client’s needs When providing a list of your product’s benefit to your prospective clients, make sure they are relevant to them. It is pointless pushing benefits that don’t interest them as you will never make a sale
10. Make your website the hub of your sales As a premier Web Design Company in London, we’re arguably somewhat biased in offering this last piece of advice but your website should be the hub of all your sales efforts. Channel people to your website, offer useful information, give them masses of social proof and collect data which will then enable you to follow up and make a sale.
Rahul Katrak is a business person and small business Web Design Company in London guru. His Web Design North London firm provides a range of branding, Graphic Design London and online marketing services to a diverse business clientele.
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