By Kevin Donlin
Here's a proven, profitable system for doing it. It's called "Follow-up Marketing." And it helped me double sales for my small business, to more than $100,000.
Follow-up Marketing has two main parts. Chances are you're already using one or the other. But if you use both, you can literally double your sales as I did. In one year ... or less.
The two parts of the Follow-up Marketing equation are:
1) convert more prospects into customers and
2) sell more to your customers over their lifetime
Part I: Convert more prospects into customers
Here's a cold, hard fact. More than 90% of your prospects will never, EVER, buy from you the first time they see your offer online.
Experts have repeatedly shown that you'll likely have to contact prospects seven or more times before they believe in your and your offer enough to buy.
The answer? Sequential autoresponders.
With a sequential autoresponder, people who give you their email address in exchange for free information will automatically receive follow-up marketing messages. You can easily contact people seven times -- or more -- depending on which service you use. Two of the most popular are GetResponse (www.getresponse.com) and Aweber (www.aweber.com).
This can make your sales take off like a rocket.
But what happens when a prospect asks you a question directly? If that person fits the profile of your ideal client, someone with the desire and money to buy your product, you should make a point of following up with them personally.
And the best, most effective-tool for personalized follow-up is contact management software. The two programs best suited for small business use are GoldMine (now called FrontRange) and Act.
Part II: Sell more to your customers over their lifetime
Actively pursuing repeat sales, also known as backend sales, is one of the most profitable things you can do for your small business.
Here's one easy way to do it - say: "Thank you."
When's the last time you got a thank-you letter from a company after giving them your money? Can't remember? Good. See how easy it is to stand out and generate good will?
I created a template in my GoldMine program so I don't have to write the same thank-you email over and over. It takes only seconds for me to send one to each of my 2,000+ clients.
A heartfelt "thank you" is all you really have to say, but you can go a bit further in your message, by doing the following:
* reinforce why it was a good idea to buy from you in the first place -- sell your company after the sale to cut down on buyer's remorse and returns/refunds
* offer another product or service to complement their original purchase ... this can be a limited-time offer of your own product, or link to an affiliate program!
* anticipate frequently asked questions (FAQ) and tell customers how they can get post-sale service
* ask for referrals
Sending a thank-you email after the sale will nip most service problems in the bud, while turning satisfied customers into raving fans who recommend your business to others!
With proper Follow-up Marketing, you can get more customers who buy more from you for longer periods of time. And who wouldn't want that?
Best of luck to you!
About the Author
Kevin Donlin is the author of the new manual, "How to Double Your Small Business Sales in 20 Minutes a Day With Follow-up Marketing." To learn more, visit http://www.guaranteedmarketing.com/manual