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Do you constantly market to existing customers or are you focused solely on securing new business?
For most successful businesses they have two distinct marketing strategies.
One aimed at existing, and one at new clients.
I bought one of these - a Glidecam - through a US supplier a while back
and we use it in our video production work.
The thing is Glidecam got my contact details, perhaps through my warranty form, and has marketed to me regularly since.
The thing I like about their marketing is they don't solely push me to buy other products of theirs.
Instead they show me ways other clients have used their equipment.
They'll send me a video of what a ground level shot looks like,
or this nifty vertical shot.
They're building a relationship by educating me on how I can get better results from the equipment they sold me.
I have no doubt they're thinking if he loves this bit of gear we sold him first up, maybe he'll trust us with another of our units.
At Messages On Hold we suggest ways our clients can use their On Hold messages.
We approached our accountancy clients recently and urged them to include a message on their production
advising clients to pre-pay next year's health insurance so they didn't miss out on the soon to be axed 30% rebate.
They had great feedback from the message which further endeared us to them.
By engaging with customers and demonstrating how they can better use whatever it is you sell them,
you'll build stronger relationships - something a new supplier will find much harder to do.
The end result should be more sales for you.
Perhaps this week, get your team to focus on ways you can inexpensively educate your customers
on the many ways they can use the products and services you've supplied them.
I think you'll find it time well spent.
I'm Kym Illman and thank you for watching.