Most businesses make this mistake – one that is costing them dearly.
Are You?
Do you spend the majority of their time focused on getting new prospects and converting these prospects into new customers?
How are you with existing customers? Are you doing everything you can to build a relationship with them? Or – Once they become a customer, do you move on to the next prospect?
Not building relationships with your new customers is a critical mistake. This mistake may lead to missing out on easy sales of other products or services in the future.
When you have another product or service of interest to them, it will be much easier to sell it to them. They are already familiar with your company. You have built trust with them. There is no need to prove yourself to them. All you have to do is let them know what you have and how they would benefit from it.
How Do You Cultivate This Type of Relationship with Each New Customer?
Create a Content Marketing campaign specifically designed to do it. The objective of this campaign is simple. Let them know you appreciate them. You are anxious for them to succeed. If there is any way you can help them, you are there for them. All they have to do is ask.
- Start this campaign right after their first purchase. Thank them for what they have bought. Welcome them into your company’s family. Let them know you value them and you are there to serve them.
- From then on touch base with them periodically to find out how everything is going. Ask if there is any way you can help them.
- Any time new information comes out on the product or service they bought from your company, send it to them. If it’s something they may need help installing, let them know you can help them do it.
- Any time you see blog posts, articles or white papers which can help them excel in their business, share these with them. These don’t even have to be related to the product or service they purchased from your company.
- When you have a new product or service, let them know about. Don’t send out the same marketing information you are using for prospects you are cultivating. Design specific pieces for them. Make these more personal, warmer and friendly.
- Make a personal touch by following up by phone occasionally instead of email or mail.
Building This Relationship Will NotTake Much Effort on Your Part
When you do, these relationships will be deep. You will have a strong bond with each of your customers. They will value your company and be very loyal to it.
You will be setting your company apart from the others they deal with. When you have a new product or service in the future that will benefit them, they will be more likely to buy it from you.
