June 24, 2013
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Are you looking for a way to increase sales? Advertising, press releases and all the traditional trappings of sales and marketing are all well and good, but are you utilizing the resource right under your nose?
Your customer list.
Do you know who buys from you the most? And who spends the most money? (If you use Outright, you can access your Best Customer Report through the Reports Tab.) Knowing your best customer can provide you with clues as to how you should proceed with your marketing. After all, people have bought from you in the past, so they like you for some reason, right? Why not leverage that info into future sales?
Who are Your Best Customers?
To begin utilizing your best customer report, you need to know who they are in the first place. We often have pre-conceived notions of who our best customers are, but if you’re an eCommerce seller who makes a large number of sales, repeat customers may slip through the cracks. You could be huge in Boise and never even notice. On the other hand, even if you’re a service provider who makes a more manageable number of sales, you may not realize which clients are patronizing your business the most until you’ve sat down and taken a good hard look at your numbers.
Leveraging Your Best Customers
That’s all well and good, but how in the world does this info help with marketing? How can you actually use customer info to change your business and bring in more sales?
What’s contained in this business report is exactly what you don’t know right now: who buys your stuff, what stuff is moving the quickest and in biggest numbers, and even bits of info WHY they’re buying your stuff. Obtaining all of this is info like placing your business under a microscope.
Here are a few other ways to leverage your Best Customer Report:
- Ask your best customers for a referral to their friends. Chances are that if they love you so much, they’ll have friends or colleagues who will feel the same way.
- Ask your best customers to create a testimonial video for your website and marketing efforts.
- Create a bundle of products and services that often sell together. You may end up with the ultimate upsell to your current customers.
- Are your customers in a certain geographic area? Maybe you didn’t realize that your knit hats are popular with surfers in coastal areas. This way you can target advertising to certain zip codes and even coordinate drop shipping so you can potentially lower your shipping costs.
- Create special marketing incentives for your best customers. Give them discounts, special previews of new items and services, or access to a private part of your website. Nothing creates brand loyalty like treating your customers like they’re special to you.
Ready to expand your sales? There’s no telling what you’ll find when you start digging into your best customers. Have you incentivized your top customers in the past? Tell us how you did it in the comments section below.