How to make more money from every single customer

by Steven Carl Kelly 13 replies
Having real success as an offline marketer means building something that is more valuable to your clients than fulfilling a simple buyer-seller transaction. It is our experience that the most effective way to earn more from each and every customer is by building a relationship with each client rather than simply attempting to sell them a product and collecting the check. Typically, the better your relationship, the more your success.

Building a relationship with our clients allows us to achieve a very important status level with them. We do our best to create a vital role for ourselves with each of our clients: the role of trusted advisor.

Being a trusted advisor means being a partner with your clients, a partner they can turn to when they need advice on things that are important to the marketing of their business. When offliners approach a business, it is likely that we're approaching them with the objective of selling them a product or service that will help them increase sales, land new customers, and/or improve profitability. In order to do become a trusted advisor, we need to provide actual value.

So how do we provide value when a client needs help in achieving those business goals I mentioned above? By being ready to help them make the right choices whenever we can. To that end, I want to recommend a Kindle edition book that I feel will help you become much more educated about profitability and will help you advise your clients on making the right choices in promoting their businesses:

Amazon.com: Groupon: You Can't Afford It--Why Deep Discounts are Bad for Small Business and What to do About It eBook: Bob Phibbs: Kindle Store
(Not an affiliate link)

This should be REQUIRED READING for all offline marketers. This book is a quick read, and provides you with a lot of information that will help you better understand the owner's side of marketing their small business through daily deal offers like Groupon. Since daily deals are currently a big thing that is tempting business owners in a tough economy, the more you know about how these offers work and how they affect the bottom line of a business the better you can become a trusted advisor to your clients.

I have no affiliation with the book or the author, but as I read this it occurred to me that there is a pile of really good information within that offline marketers could use to help themselves create actual value for their clients.
#offline marketing #customer #make #money #single
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  • Profile picture of the author Johnmarton
    You can do it easy if do you have good confident on him the you know about marketing and dealing about that how you can satisfy the customer to agree for purchase your product.
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  • Profile picture of the author alcymart
    I totally agree with the "relationship" aspect thus a much higher retention rate. I prefer keeping my new customers than looking for them all the time.

    Bernard St-Pierre
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    • Originally Posted by alcymart View Post

      I totally agree with the "relationship" aspect thus a much higher retention rate. I prefer keeping my new customers than looking for them all the time.
      When you build a relationship, a shift can begin in which your client starts to come to you (rather than you to him) seeking services. Not only does that put you in a better position for growth, but it moves you closer to becoming that "trusted advisor" status that allows you to consult for them in areas that are even outside of your direct service areas.
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  • Profile picture of the author danielkanuck
    I agree. Simply sending out a letter to your customer's home can really leave a personal impression on your customer. If you're primary business is online, then know that you don't have to stick with emails to gain relationships with your customers. In fact, integrating direct mail with online marketing is known to boost your backend response rates.

    Send them a personal letter once a month sharing more tips that can help to improve their lives. But don't forget to include your sales pitch for a product or service also. I would even go as far as creating a personality in your business. The personality idea works great with a paid monthly newsletter (real paper and ink).

    A great example of personality idea is with Carfax. Their personality is the "Car Fox", and it really got my attention towards what to look for before purchasing a new vehicle. I know now to check the Carfax report before buying anything (because i don't know anything about cars - except when it's time to get an oil change - and even so then a computer tells me what to do.)

    Anyway, great point Steven Carl Kelly.
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    • Profile picture of the author Redefined
      Building a relationship with your client is important because you find out what their actual needs are. Understanding your clients needs helps you to guide them to the right decision for their business simple because you understand their business.

      Hands down understanding your clients needs will lead to more sells.

      When I 1st started offline marketing I tried to shove a one size fits(SEO) all approach to all my prospects, which ended up hurting the relationship more than helping.

      Now by listening for opportunities my sales have increased exponentially.

      Ron S.
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      • Originally Posted by Redefined View Post

        Building a relationship with your client is important because you find out what their actual needs are. Understanding your clients needs helps you to guide them to the right decision for their business simple because you understand their business.
        Right! You become more than a business servicing them in one area of their business, you become a friend to their business and can help them in multiple areas and through that relationship ultimately generate more revenue for your own business.
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  • Profile picture of the author jamesjesica
    I am doing my business in New York but I don't earn so much money. Please anyone suggest me how I can earn money from single customers?
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    • Profile picture of the author PeterBirganza
      Originally Posted by jamesjesica View Post

      I am doing my business in New York but I don't earn so much money. Please anyone suggest me how I can earn money from single customers?
      Hi,
      According to my personal experience, i would like to tell you that keeping database of every customer is very important in this regard. If you are well aware about the behavior, liking and disliking, buying behavior and some other elements that attract to customer, than it can be really helpful for you to target each customer for generating profit. Knowledge about customer retention is the most important part to satisfy and attract every single customer. I hope these things will be really helpful for you.
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      • Profile picture of the author MIRENGE
        If you know what you are doing and you have convinced the customer that you can deliver. You will for sure win the confidence of a customer.
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    • Profile picture of the author Redefined
      Originally Posted by jamesjesica View Post

      I am doing my business in New York but I don't earn so much money. Please anyone suggest me how I can earn money from single customers?
      My question would be what have you done for your customers so far?

      Social Media Management (Residual Income Potential)
      SEO(Residual Income)
      Fan Page Creation
      Email Marketing Campaigns

      So easy ways to build residual income from each client would be to charge a monthly fee for 1 hour of maintence to keep the site fresh. You can charge for hosting each month. I dabbling with charging a month fee to provide a autoresponder service through aweber.

      These are just a few ideas of many.
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    • Profile picture of the author danielkanuck
      Originally Posted by jamesjesica View Post

      I am doing my business in New York but I don't earn so much money. Please anyone suggest me how I can earn money from single customers?
      You could start a follow up direct mail campaign along with a referral campaign. Your direct mail letters should include deals and possibly information that they can use to spend more money in your business. Backend salels is where 80% of your total business revenue will come from, so it's good that you're focusing on extracting more money from your customers.

      A simple way to get referrals is to offer something in return. Mail your customers and tell them that in return for a referral, they will receive a free gift from you. Make it something that these people are desperately looking for, and make it only available through you.

      Tell them the only way to get the free gift is if they bring along the friend to your store - where the free gift will be given to them. Be sure to give their friend your business card, and make sure your card is designed to sell.

      Let the friend look around in your store and tell them that you can offer them a 50% price reduction on any item in your store. This is sure to get them moving and want to buy something within your store that same day.

      This is a simple way to get started, and this method can be modified as you see fit. The 50% discount should seem like much of a loss, especially if the lifetime maximum value of your average customers is in the $1000-$3000 range.

      Like i said, modify this as you see fit.
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      • Profile picture of the author peter_act
        Relationships are everything. Business is not about making money - it's about people.
        I always meet my clients face to face, and from that meeting both me and my prospective client can assess whether we can do business.
        Also, try to do something for nothing. For instance my current prospective client had lost her site on the internet. Her site was down amd she was losing business.
        I emailed her registrar, changed her hosting and got her site back, all done during this weekend, and all before she decides to use my services, and all for no fee.

        Of course she'll use me when we meet tomorrow, and will tell everone she meets what a great intenet guy she knows!
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  • Profile picture of the author KabirC
    Build a relationship and then feed off of that relationship by offering them incentives for referrals, it is a win-win-win situation!
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