How To Double Your Customer Base Without Spending A Penny
Posted August 14, 2007 in Marketing
Silence may be golden, but it’s no great help when it comes to building your business. You need to get the word out so that customers / clients come a-knocking each and every day. But saying “Hey, guys, I rock!” isn’t always the most effective way to earn a stranger’s trust (no matter how rocking you may be). Remember, that stranger has been burned before by promises that didn’t pan out.
But when a stranger hears about your rocking ways from someone they trust, winning their attention (and cash-generating loyalty) becomes oh-so-much-easier … and closing deals happens a lot faster. So here are three ways to make it easier to draw customers in, month after month:
#1 – Make Them A Winner
Admit it, you love it when someone brags about your victories. Makes you feel hella good. Your customers are no different. They want to feel good about themselves, and about the money they spent with you. So make it easy on them.
Make it a habit to talk to each customer before/during/after the job about their expectations for the work you do, how they were exceeded, and how that made a difference for them. Notice that you’re not looking for them to brag on you – you want them to brag on themselves.
Here’s why this works: Ask yourself what’s a more effective sell: “My accountant is the best!” … or, I saved $4,000 by calling this guy.” When your customers brag about the results they achieved, the people who trust them want to hop on the gravy train themselves. Make your customers focus on how they’re winners because of working with you, and their trusted contacts will follow.
#2 – Make Them An Offer
Letting your customers know that they can receive referral bonuses is always a good way to bring in additional business, but it can be a double-edged sword if you’re not careful. If customers pitch you to their contacts simply to line their pockets, those contacts will see right through the pretense and both you and that customer lose credibility.
However, if you’ve taken the time to make your customer feel like a winner, they’ll have a lot more credibility when referring your service to their contacts. Instead of hearing “Buy This!” their contacts will hear, “Here’s how I solved a problem that you have too – check it out.”
And that referral bonus you hand out to your revenue generating customers is golden for two reasons – first, because you don’t pay it out until after the new customer is acquired, and second because it’s a whole lot cheaper than other forms of advertising.
#3 – Make Them A Hero
If you’ve made your customer feel like a winner, take it a step further by allowing them to spread the love. Give them a special discount offer that they can pass along to their contacts. Put them in the position to do those contacts a favor by extending that discount and everybody wins. You get the business, your customers gain appreciation from their contacts, and you don’t spend a penny on advertising that might or might not have brought in that customer.
So What’s Your Plan? Tell Us Below …
How will you use these tips to bring in more business? Take a moment now to share how you’re implementing these customer-doubling strategies and learn from what others have posted.
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- Getting The Word Out – Making Word Of Mouth Happen