You’d be crazy not to!

Any small business marketing strategy which does not include some method for getting customers to come back is …FLAWED!

Quite simply, you are leaving money on the table which could so easily be yours and getting that money may not cost you much at all.

Do you realise…

A sale from a returning customer is 6 times more profitable than a new sale?!

So why is that? – well, consider how much it costs you in time and effort to get a new customer:

• Purchase of customer lists or market research
• Phone calls, mailers, letters, emails, …
• Numerous meetings and the associated expenses like travel, hotels, food, …
• In fact every aspect of the ‘new sales’ process will cost you money

But of course, when it comes to the second sale from that customer you can avoid all of this time, expense and effort …because they are already your customer!

So the obvious question is ‘How?’

‘How do you get the customer to return?’ – and the obvious answer is ‘Just ask them’! …marketing a small business has never been easier!

Your customers’ justification in returning to your small business is in your current AND prior actions. When your business acts in an appropriate way it is very easy for the customer to return when asked – better still, do everything right and the customer may well return on their own accord.

Now some people may look upon the idea of returning customers and note that their small business is not really geared up for repeat business. Perhaps they have a kind of one-off service or a small product/service offering.

However, neither are excuses for missing out on business opportunity and increased profits…

So, rethink your small business marketing strategy, change the way you offer your services and enjoy the assured results.

There is a great saying about ‘low hanging fruit’ being easy to pick – return custom is the low hanging fruit for your small business.

As I discuss in my small business growth course, Blueprint for business™, getting the customer to come back is really quite easy…

Customer perception

Does the customer enjoy doing business with you? Do they feel happy, confident and loyal?

Your customers will return when they have good feelings regarding your company, such good feelings can be anything from friendliness to trust and loyalty. Being able to produce such feelings is essential to your success.

Customer education

Is the customer aware of why they want to come back to your business?

Be proactive! Go out of your way to educate the customer as to all the reasons why they want to return to your business. An informed customer is far more likely to buy again.

Customer attention

Does the customer REMEMBER you exist?

It is very common for small businesses to lose customers simply because the customer has forgotten you exist. Business and life in general is fast-paced for almost everyone, your customers included, but a simple reminder may be all it takes for your customer to remember your business when it counts.

So…

Clearly this is just tip-of-the-iceberg stuff and there’ s a whole lot more to talk about.

But if this is all you consider then just remember…

Whatever approach you use when marketing your small business, just make sure you chase repeat business with the same enthusiasm as new business. In fact, why not be even more enthusiastic because the statistics are on your side… you WILL profit from your efforts!