Friday, November 16, 2018

Building Repeat Customers

December 12, 2017 by Molly Nichols  
Filed under How-To Zone

Working with repeat customers is much easier than acquiring new ones. According to Bain & Company, it costs 6-7 times more money to land a new customer than to retain an existing one. Not only that, but Marketing Metrics says the probability of selling to an existing customer is 60-70 percent — those aren’t bad odds. Save your time and resources by building repeat and loyal customers with these tips:

Offer Additional Benefits

Creating loyal customers involves doing more than just selling products for bargain prices. Give your customers a reason to come back by going above and beyond expectations during your first sale. You can do this by asking customers what type of items they’re looking for and get to know their shopping trends. Offer additional items that fit what they’re looking for and tell them to come back next week because you’ll have more products for them. Of course, the next week you need to remember to whom you spoke with and what they wanted. When they do come back, offer a piece for a lower price to cement them as a repeating customer. By putting a little bit of extra effort in at the beginning of a sale, you will ultimately be saving your energy and building your sales.

Share Your Story

Making a connection with shoppers is crucial in establishing a repeat customer. Telling shoppers a little bit about yourself will differentiate you from the rest of the vendors. When someone asks you the price of an item or buys something, strike up a conversation and explain to them the background of their purchase. Once they understand the work and dedication you put into finding the right products for your booth, they will be eager to come back and discover the new items you are offering. Sharing your personality and sourcing process will initiate a relationship between you and your customers to keep them coming back to hear, and buy, more.

Build an Online Following

In this day and age everyone is always tuned in. Developing an online presence will keep you connected to your customers at all times. Social media accounts and websites can be created for free and are a great way to stay in touch with shoppers. Make sure you either have signs, flyers, cards, or something similar that advertise your online presence. When making a sale ask the buyer to check out your online accounts and follow up with them online. Take notice of who likes and follows your online accounts and be sure to send a follow up thanking them for the sale and for reaching out online. By maintaining your loyalty to your customers and showing gratitude for their business, they will feel the need to reciprocate.

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