Staying in touch with your customers

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There’s a theory that says that if a customer hasn’t purchased a product or service from a business in the last 90 days, they’re no longer their customer.

It’s also widely accepted that it’s much easier to sell to an existing customer – they have experience of dealing with you and your business, and they know how good your products and services are.

And yet, most businesses dedicate the majority of their marketing time and spend to finding new customers, rather than getting their existing customers to buy again and again.

Simply keeping regular contact with your database will give you a mix of new customers and repeat purchases from existing customer (providing what you have to say is of value to them).

Naturally, I’d suggest email marketing as an effective way of doing this en masse, but there’s another strategy that’s worked well for me: set time aside each day to make FIVE phone calls. Some of these may be sales follow-up calls, but they can also be used to touch base with a client or contact you haven’t spoken to in a while. It will maintain the freshness of your relationships and will keep you open to opportunities.

Nathan Littleton

Nathan Littleton

Nathan is a marketer, professional speaker and author who specialises in helping businesses to grow by attracting and winning more customers. Having started his first business at the age of just 12, he has become one of the UK’s best and brightest young business figures, with more experience than most people twice his age. More than a decade on, he’s worked with thousands of businesses across the UK and around the world to transform their online marketing and help them to generate better results. Each year he sends more than a million emails on behalf of his clients, and his proven track record has led to him working with businesses ranging from small accountancy firms to international franchises. As an in-demand conference speaker, he also speaks regularly on different aspects of online marketing.

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