Customer Boost



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	Give Your Business A Customer Boost That your best customers are your existing ones is more true today than it was when the economy was growing. The common mistake small businesses make is spending much more time, energy and resources trying to attract new customers while ignoring existing ones. Apart from the fact that existing customers cost less to service and pay premium prices, if you can develop relationships with existing customers, they become advocates for you and can refer business - almost like having an unpaid sales force. Research shows that after four purchases, a customer has already referred up to five people without you having asked for it. Referrals happen because your customer values the products and service you provide enough to recommend it to someone else. So how can you encourage this process? Be very clear about what kind of business you want referred. This means you have to understand where your profit comes from and the nature of how your customers buy. Find out which of your customers would be most likely to refer you and “invest” in them through ongoing contact and information. This may be something as simple as asking them if they would be prepared to refer you or what you would have to change to encourage this. Make sure that your customers know that you would like them to refer business to you. Again it could be as simple as including this in your promotions or regular communications with them. Make it as easy as possible for them to refer you to others by providing links and materials that they can easily use to describe you, how to contact you or your products and services. Ensure that you have incentives to refer that work. There is nothing more annoying for existing customers to see that incentives are all directed towards new customers. Even if you cannot afford to recognise them financially, you can do “emotionally” through ensuring you know that their business is appreciated and that you are grateful for their endorsement. If you would like advice on how to deepen your customer relationships and gain advocates to help you grow and prosper, why not contact Customer Boost www.cboost.co.uk. We run seminars and support services specifically for small businesses including a free initial consultation. In the meantime, feel free to complete our marketing questionnaire which will help you to establish exactly where you are with your current marketing activity.

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CBoost can support all of your marketing activity. Call 07918 083951 now to arrange a free consultation!

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