Keep your customers interested:
There are a host of strategies you can employ to get customers to spend more but ultimately, it will come down to 3 factors;
- Did they have a good experience last time?
- Do they like working with you?
- Do they trust you?
To answer these questions with a resounding ‘Yes’, consider the following:
- Make sure you’re providing quality products or services. This is the most important thing you can do to keep your customers coming back for more. They won’t be back if they’re not happy with what you’re offering. So if you’ve not done a good job last time you might need to solve that issue first.
- Offer great customer service. This includes being friendly, helpful, and responsive to customer needs. Do what you say you will, when you say you’ll do it is a great mantra to work by.
- Very often customers are coming to you because you’re the expert and have knowledge they don’t. By keeping up-to-date on the latest trends, regulations, and shifting market conditions you can give them advanced warning of potential issues on the horizon.
- Reward loyalty. Customers love a good deal, but loyalty doesn’t always have to be rewarded with discounts and half-price offers. It could be corporate gifts, supporting causes close to their heart, or providing little value adds.
At a personal level you might write their boss an email praising them, or maybe nominate them for an award.
By following these tips, you can keep your customers happy. Very often this is enough for them to proactively request more work, but if not, it paves the way to pitch for additional projects.
Upselling
Firstly consider at what points does it make sense for a customer to buy more from you? The classic example is when any fast food restaurant asks you ‘do you want fries with that?’ or ‘do you want to make it a large?’.
Whilst these might only be minor increases of a pound or less, their value comes collectively if every meal changes from £6 to £7. That extra pound is often delivered at a much higher profit margin too.
Where are the parallels in your business? It might be a web designer offering copywriting, a plumber upselling more expensive fixtures, or a conveyancing solicitor suggesting you update your will.
Tiered offerings
In a retail setting, a shop might sell you the batteries that go with a toy. In a business setting, you might consider offering a range of solutions. You might see this in a table with ticks on what you get for each package e.g. Gold, Silver, Bronze or Basic, Premium, Pro.
Increase your prices
As your business grows, you’ll develop more advanced systems and processes that deliver better results and services to your customer. As evidence for this improved service and track record of success grows, you will be in a stronger position to command a higher price.
As long as you develop messages that explain why a customer should spend more, increasing your prices should not be seen as the taboo topic it sometimes is.
If you want to explore how to improve your results, get in touch. Start here by booking your call with Chris > Book your call
Explore the complete 7-part series
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Business Growth Drivers
You might be asking why we, as chartered accountants, are sharing business growth advice. It’s simple. We work with businesses of all sizes and structures and see what works, and what is less effective.
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How to Get More Customers
There are two critical elements you need to understand before you build your sales funnel. In this article we’ll show you what they are and guide you through building your funnel.
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How Can I Convert More Leads into Sales?
The answer to this question depends on a number of factors, including the quality of your leads, your sales process, and the effectiveness of your sales team.
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Getting Customers to Spend More
As long as you develop messages that explain why a customer should spend more, increasing your prices should not be seen as the taboo topic it sometimes is.
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Getting Customers to Remain Customers for Longer
An estimated 1 in 5 customers don’t purchase for a 2nd time resulting in a 20% customer defection rate. Most of this 20% is because they are unhappy with the service they received, and a perception of indifference towards them.
