Raising The Transaction Level Of Your Customers
The question was asked how to raise the transaction level of my customer.
This could be done in a number of ways. The first suggestion I can give is for you to have a few levels of service that you make available to your client. The first level would naturally be an introduction level, at a minimum cost to them.
The results that they achieve will now get them interested in the next level, and so forth and so on. Each level will be a greater investment on their part. Again, I must stress the GUARANTEE that you must include with each level. Take the risk away from them, and put it onto yourself.
Before you can move your clients into other levels of service you must nurture them over a period of time.
Ask yourself this question: “What do you do, on a regular basis, to show your clients you really value their business, or to make them feel special and appreciated?
Many business owners send calendars, birthday cards, or a newsletter once in a while. What about you?
If you mail birthday cards to your clients, do you also call them on their birthdays?
You probably answered, “No,” right?
If so, why not? (If you do, you’re in the minority. Most business owners never have thought of doing that.)
Think carefully about it for a minute. If you really wanted to make your clients feel special, in addition to sending them birthday cards, why wouldn’t you take a minute to phone them on their birthday to congratulate them personally?
Doing so would show your clients you really care about them, wouldn’t it? Of course!
Because your clients have received few, or even no, birthday calls from the other business owners that they are also currently doing business with, when they get one from you they’ll be extremely excited and appreciate your kind thoughts very much.
For some of your clients, your call may be the only one they receive on their birthday, making you stand out even more.
Reflect back on your last birthday. I bet you still remember all the people who phoned you on that special day to congratulate you personally, don’t you?
And for those who actually took the time to call you as well as sending you a birthday card, didn’t you appreciate their actions more than the ones who just sent you a card?
I’m sure you did. And your clients will feel the same way.
Unfortunately, even though sending calendars and birthday cards to your clients, even calling them on their birthday, are good ways to get them to remember you, it won’t be enough to gain their loyalty for the long term.
Please listen closely. To make your clients remember you and compel them to do business with you for years to come…
You Must Astonish Them Several Times A Year!
That’s right, four to eight times a year, you must do something for your clients that will astound them, making them say, “Wow, I can’t believe the person I do business with is doing all this for me!”
The great news is, it doesn’t take a lot of money, time, or effort to make your clients feel special. It’s the little things that make a big difference. You simply do something that most or all of your competitors don’t do, won’t do, or don’t know how to do.
For example, you can send them a special report (or a series of special reports) to teach them how to improve their health, to save money on their credit cards or gasoline, to make their homes safer, and so on.
Whenever you come across an article you think one of your clients would enjoy reading, send it to him or her, with a note that says something like this:
I saw this the other day, and thought you would enjoy reading it.
If you have a system for keeping in touch with your clients regularly and providing them with good information that has a highly perceived value, they’ll consider you more than just another business. Instead, they’ll think of you as a friend, and will do business with you for a long time, as well as give you lots of referrals.