Follow the Steps from Identifying Targets to Making them Loyal Customers
Thought I would continue the last three blogs since they were getting a lot of interest. Step one was understanding your USP and the Best targets for your services. Step 2 was broadcasting to attract Suspects to your message. Step 3 after they have registered their email to get your free information is to close them and make them a loyal customer.
I have simplified these steps for brevity to get to the message.
The last three blogs are: (from my sister site, NewCustomerDevelopment.com)
1/ http://newcustomerdevelopment.com/2010/07/your-unique-selling-proposition-and-customer-goals/
2/ http://newcustomerdevelopment.com/2010/07/create-a-solution-customers-want/
3/ http://newcustomerdevelopment.com/2010/07/your-roi-skyrockets-when-you-match-targets-goals/
When the Suspects visits the link you left on your website, email, blog, article, direct mail or other, they are doing so because you mentioned the tactic they need to fulfill their priority strategy.
(I mention priority because if you call on business you know that during the year their agendas are long lists and priorities work their way to the top. They only work on emergencies and top priorities. It is important for information on your service to be available when their priority for it is at the top of the list. This is often referred to as their Buying Cycle)
(Next week I will have an extensive Ebook on this subject with the first part available for download for free.)
Prospects in their Buying Cycle have a few desires. They want to get information so they are more knowledgeable about how to solve their problem. While they are gathering information, they are judging the providers to see who knows the most and who might be most aligned with their own organization and objectives.
The more they know about solving the problem, the more likely they are to make a wise decision. They are not really trying to steal your expertise. They are trying to determine if you know more than they do or more than your competition. They are also trying to determine if they can work with you.
So if you give it everything, your closing percentage will be higher. Sometimes depending on the price and complexity of the Need, Buying cycles could be short term or two years.
Automatic email responder systems will provide them with information while they determine when they want to engage. In this process you can contact them and ask if you are on the right track. You also should start offering incentives and guarantees.
In this era, companies offer free trials, limited offers, bonuses, and anything else valuable to keep their Prospects from walking away. You have targeted the right audience and they have responded. Now you can’t lose the most prime candidates for loyal customer status.
See more about Systems to handle the full Buying Cycle.
See a Free Report on Automatic Customer Development.
Get a comprehensive view and marketing system in Corte Swearingen’s 353 page Integral Marketing
Have questions? Call me 1-800-646-0717 Mark Kaplan or Email
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The 5 Strategies of Internet Success | freightshippingseo.com
August 16, 2010 at 9:12 pm (UTC 0) Link to this comment
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