Author by Wassim Karkabi
Five ways to double your customer base in weeks
You can double your number of customers or clients within a few weeks by following these five simple but highly effective steps:
1. Build a loyalty ladder to create ‘raving fans’
The most prized clients and customers are those who become so energized about the level of service they receive that they can’t stop telling others about it. These ‘raving fans’ are a golden asset to any business.
If you focus on identifying loyal customers and offering them an extremely high level of service, they’ll become cheerleaders for you. The investment will pay off many times over.
For a company to rise to this level requires an effort to personalize each aspect of the customer service relationship. Rather than offering a preferred customer a standard discount coupon, you might instead offer them tickets to a golf tournament or symphony. The investment in service should be calculated based on the value of the business the ‘raving fan’ brings to the company.
2. Identify a target market for direct mail
Direct mail is intended to arrive at the doorstep of those consumers who’re considered great candidates for your business’s products and services.
Mailing lists of people who meet specific criteria can usually be purchased for a premium from direct mail and survey companies, clubs and organizations. But the least expensive – and often most effective – way to generate a relevant mailing list is to hold a giveaway contest. Those who submit their address on an entry form are clearly interested in winning your product or service. This helps to pre-screen them as potential customers.
3. Create a referral program
Design a referral program that rewards customers for bringing others into your customer base. Referral rewards can be in the form of discounts, gifts, invitations to special events or closed-door sales events that offer preferred-customer perks.
Many customers have friends, co-workers and family members who require the same products and services. Referral is an organic process of growing your customer base by using existing customers as a resource for community outreach.
4. Weed out bad clients and cater to the best
It’s sometimes advantageous to lose customers if you deliberately orchestrate the loss. Prioritizing the kind of customers you prefer makes it possible to eliminate those who detract from better serving more valuable customers. It also allows you to focus on attracting those desirable customers who contribute most to profits.
Identify who the best customers are by applying the ‘80-20’ rule. This states that 80% of a company’s business comes from 20% of its customers. Invest extra energy in satisfying those customers’ needs. They form the core of your customer base. By cultivating them it’s possible to create more customers who are similarly loyal and lucrative.
5. Create strategic business alliances
Partner with other businesses that have a common customer demographic but are not actual direct competition. You can expand your customer base quickly and easily this way. Locate businesses that share the same philosophy, style and corporate culture or personality.
By choosing good alliances it’s possible to build all sorts of creative campaigns to increase a customer base. Advertise jointly, throw a party or event together, team up to support local charities or give preferential treatment to customers who also do business with strategic partners. The alliances are a form of networking that shares the common goal of growing each other’s customer base.