5 Simple Ways to Get More Full Price Customers

And the ONE Word to Increase Repeat Sales

Finding and keeping customers is the hardest part of any business. Too many companies think discounts are the only way to increase demand and attract customers. Printing coupons and spending money to advertise them only reduces profit. Use these 5 simple ways to get more full price customers. Plus, keep reading to the end to learn the ONE word that will increase repeat sales.

1. Partner With Other Businesses

Having other businesses who share similar customer base help you get customers is a no brainer. The problem is most people go about it wrong. Barging in with a stack of flyers and business cards hoping the other business will place them in their customers hands doesn’t work. It can even lead to resentment because not only was time taken away from their business, there’s an expectation of additional work. All without adding any value to their lives or business.

Before you give up hope of building partnerships with other businesses, try these 3 simple steps instead:

1. Focus on THEM. How can they help your clients? Find out what their top products or services are and who they work best with. See where they shine and learn all you can about their business. Do your homework and have a list of questions prepared before you go. As a bonus, ask them for cards and flyers you can forward to your customers. By adding value to them you will be remembered. It builds a sense of authority and one of reciprocity. When you help others, they naturally want to help you.
2. Give a gift. Offer a sample of your best stuff, don’t hold back. Impress new contacts with both the quality and generosity of your business. It should be a GIFT, not a discount. Offering a coupon or percent off at this stage will just feel like a bait and switch sales tactic. Build relationships for long term success. They are worth much more than transactions.
3. Follow up. Send a handwritten Thank You card. Or a specific treat if you learned something about the person you talked to.

Don’t end up with stacks of your flyers and business cards stuffed onto a dusty shelves of other businesses all over town. Focus on how other businesses can help your clients when making connections and gain partners.

When you help others they want to help you.

2. Invite Customers to Buy

I know. Another no-brainer.

But it’s amazing how few businesses actually invite customers to make a purchase. It’s easy to assume customers know what to do, but they don’t.

Creating a simple process to purchase is just the start. Tell people how to buy and then to actually do it. Think of amazon. After clicking “add to cart” Amazon automatically prompts you to “checkout”. Why? Because it prompts people to take action.

Never assume customers know what to do next. They don’t come to your business everyday, so tell them what to do next. And if you have multiple ways to buy, be clear for each venue. Have a clear button on your website. Include a simple process in emails. A retail store would never hide the cash register in the stockroom, so don’t make customers hunt for how to give you money.

Sales will increase from simply telling people to buy.

3. Educate Customers and Potential Customers

You know… well, everything about what you do. Your clients and customers don’t. Tell them how you help. Talk about their problems. Position your service as the solution. Be generous with information.

Tell customers how good life can be when they don’t have to suffer from the problem anymore. Be generous with information.

From problems solved to how-to’s, educate customers on every aspect of how you can help. This method gets lots of pushback from small business, but the most generous companies in the world are the most successful.

Here is an example. Dean Jackson is a legend in marketing and started in real estate. As he tells it, the best source of new leads was his complete guide on how to sell your home without a real estate agent. He wrote the entire process from how to stage, promote, market, list, show and close in a full service book with all the needed steps to do the entire process. And for a majority of people who got that resource wanted to hire him as soon as they realized how much work went into selling a house.

But why did they want to hire him instead of any real estate agent? He educated them and was generous with information.

Educate your customers and be recognized as the expert.

4. Communicate Regularly

If you are doing the 3 Simple Ways to Grow Your Small Business, collecting email addresses is old news.

A customer’s visit shouldn’t be the only time they hear from you. Send regular emails. Show you care and keep top of mind. Don’t just offer a sale or ask to book appointments.

Talk about problems and solutions. Add value to your customers by being generous with information. Not only will it generate loyalty and build authority, it will instill a feeling of reciprocity.

Many businesses feel overwhelmed about this step because they think it’s too much work. They think of regular emails as needing mountains of content. But there are really only 7 messages you need to create and transform them into 12 easy to read emails to have a full year of nurture emails.

Learn to create those 7 messages and the marketing plan to execute them with CLEAR Message coaching groups in just a few weeks.

5. Ask Customers to Return

This sounds obvious, but so few companies actually do it. Asking customers to reschedule, come back to your store or buy again is the simplest way to build a relationship.

It’s not pushy or offensive. Offering solutions to their problems is why customers purchased from you to start with.

If the human race treated dating like business treats customers, we would go extinct. Imagine struggling for days, weeks or months to get a potential mate to notice you. Finally they agree to a date. A wonderful evening full of fantastic food and conversation ends with walking them home. As they turn for a goodnight kiss, you are sprinting down the street trying to attract the attention of another potential mate!

The old statistic is it costs 6 to 10 times more to attract a new customer than re-engage an existing one. With the recent transition, it’s probably more over 10 times now.

Keep your customers returning by building relationships. A relationship will always be more valuable than a transaction.

ONE Word to Increase Repeat Sales

Here’s a secret. Simple language can flip an invisible switch in the human brain. Asking a Yes/No question closes the mind to possibilities. Phrasing the same question with one additional word opens it to infinite options.

“Do you want to reschedule?” gets Yes or No. It’s easy to think it would be about 50% odds of rebooking. It’s actually worse. Much worse.

Western cultures are trained from a young age not to impose. Customers don’t want to waste your time or be viewed as needy. They think they’re doing you a favor saying “no”. There’s psychology behind this.

People offer the least invasive response. Even when it goes against their own best interest. Even after you have solved a problem they have suffered from and are grateful they will differ to the path of least resistance. When offered a Yes/No proposition to continued resolution of the problem and a better life, it’s easier to say “no thanks” because they feel like saying “yes please” puts a burden on you.

Add ONE word. Increase your repeat business.

One word fills your schedule and increases repeat sales more than anything else.

When.

Ask this instead. “When would you like to reschedule?” It plants the seed they need to come back. They no longer perceive another transaction as an imposition, it’s now a warm and welcome invitation. Creating open ended questions literally opens the human mind. Increase every customers lifetime value with this one simple word.

These 5 Simple Ways to Get More Full Price Customers add value to both your customers and your business.

Get the step-by-step plan to connect with customers. Join a CLEAR Message Coaching Group today.

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