With the lack of follow up from businesses that I purchase from, I know for a fact that they only get a customer to make a sale. After you hand the cashier your money they are shooing you out the door, never to be heard from again.
Make A Sale To Get A Customer For Life
If you know Dan Kennedy he says to “Make a Sale to get a Customer.” But, really, what does that mean?
It means, do what you have to do to make that sale even if it costs you money so your customer will keep buying from you. Most business owners never look at the Customer Lifetime Value (CLV. More on this in a future post). They don’t have a clue how much their customers are worth to them in the long term, they only think in short term.
bad Bad BAD!
I Love Referrals
In the real estate biz, we have a client who we helped sell her house. We could have stopped following up after that sale (you know, get a customer to make a sale), but we kept sending her notes and calls. What happens?… She keeps sending us referrals! Her CLV is through the roof! Sure it costs us a little time and a few stamps, but the commissions from the referrals are outrageous. And, yes, we do this with all of our clients.
Anywho, don’t just try to get a customer to make a sale. Don’t be cheap. Don’t be stupid. Think LONG TERM. Think MORE MONEY IN THE BANK.
Now go take action!