Sales leads are the lifeblood of any company – without them, businesses would have no way of finding new customers and expanding their operations. When looking for sales, prioritize the low-hanging fruit – your current customers. With them, it’s all about relationship building.
Here are six tips to get more business by leveraging your existing customers:
- Know your customer
The more you know about your customers, the better equipped you’ll be to sell to them. Take the time to learn about their needs, wants, and motivations. What are they looking for in a product or service? What are their pain points?
- Keep in touch
Keep in touch with your customers on a regular basis, whether it’s through email, social media, or a newsletter. This will help you stay top of mind and keep them updated on your latest products and services.
- Offer incentives
Offer incentives to your customers to encourage them to buy from you. This could be a discount on their next purchase, free shipping, or a free gift with purchase.
- Ask for the sale
Don’t be afraid to ask your existing customers for a repeat sale. You can do this in a number of ways, such as through a phone call, email, or social media post. Remind them why they should buy from you and why your products or services are the best solutions for their needs.
- Ask for an online review
95% of consumers read online reviews before they shop. Social proof (online reviews) have a lot of impact on people doing their research. If they can’t find info about you online and hear from other satisfied customers, they’ll question your business and find someone else to do business with.
- You need at least 5 Google reviews. Aim to get 2-3 more per month.
- Be sure to send a direct link for Google reviews. Make it as easy as possible for someone to give you a review.
- Facebook recommendations are good, but Google reviews are great! Yelp and industry-specific review sites can be powerful and helpful, too, depending on your industry.
- You want potential customers to resonate with what’s being said in your reviews, so encourage them to speak to the pain point they were experiencing and how their life is better after working with you.
- Ask them for a referral
Having customers share how much they love you and promote your business at every opportunity may seem obvious to you, but the truth is, it’s not obvious to them. Not because they don’t love you, but because they just don’t think about it. Remind them that you appreciate referrals.
Be direct in asking your customers:
“Do you know someone else who could benefit from [insert solution to their pain point your product or service solves]?”
People are happy to help – you just have to ask them and tell them how.
Your current customers are a great source of leads and referrals. As awkward as it may feel, it’s important to be direct and ask them for another sale or for referrals.
If you need help increasing your sales, schedule a consultation here.
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