Many businesses spend a lot of time, hard work and money in order to attract new visitors to their websites. Of those new visitors, some decide to leave the website while others take an action or "convert" into a lead by filling out the contact form, making a purchase or placing a phone call to inquire about more information or to engage your services.
In a typical sales scenario, you answer your prospect’s questions, make the sale and that would be the end of the customer purchase cycle; then it’s back to attracting the next potential customer. Often, we forget just how valuable the customers are who just bought from us. This is a huge mistake. If you’re ending the customer cycle after the first purchase, you’re not taking full advantage of the investment you made to attract that new customer.
Most marketers are capturing the contact information of everyone that has purchased. However, are you using that data to generate more sales? If not, here are some ways that you could be getting even more business out of your newest customers.
- Make another offer as soon as they buy. Moving people from a single buyer to a multi-buyer is a critical step. One of the easiest times to do that is after they
just bought and are still in the "buying mood."
- Put every buyer in your CRM. You can’t market without capturing your buyer’s contact info. You can’t market unless you are placing the captured info in a system designed for marketing and selling.
- Program post-sale follow up sequences. Sales and marketing automation systems have evolved to the point that all your prospects can be placed in automated follow-up campaigns without tying up the resources of your sales force. Not only that, but these follow-up sequences can be set up to appeal to your prospects in a variety of ways, depending on their mindsets and levels of interest.
Consider adding automation to your website. Like “pennies from heaven” our clients have seen new sales materialize “out of thin air” that wouldn’t have come in otherwise.
The initial transaction is just the beginning of a great relationship. Continued communication with your customers, sharing valuable content such as educational material, informative articles, and promotional material, will keep your customers engaged and coming back again and again.
Sales & Marketing Technologies is an Infusionsoft Certified Partner. If you would like more information about marketing and sales automation or any of the tactics in this article please call us. Sales & Marketing Technologies offers a free, no-cost, no-obligation consultation. We can be reached at (407) 682-2222 or fill out the Contact Us form on our website.