• Return Customer Club
• Network At Events
• Answer E-Mail Fast and Effectively

Return Customer Club

Most businesses succeed because of their return customers. Eighty percent of business usually comes from the same twenty percent of return customers who buy again and again.

A business may struggle their first year, do better the second, and really excel their third. All this happens as their stock of return customers grows.

It makes sense to reward people for being return customers. Start your own Return Customer Club.

The second time a customer buys, inform her that she is now entitled to regular discounts, a free newsletter, or a free product. Keep a database of return customers and send out birthday cards and thank-you notes after purchases. Most return clients say it is the follow-up they receive that keeps them coming back.

It also makes sense to reward your staff or sales people for making special efforts to attract and keep return customers. Give bigger commissions when return customers place a purchase.

Network At Events

Some people are naturals in a crowd. They seem to be able to strike up a conversation, remember names, always get their key points covered, and never feel like hiding behind the fern in the corner.

Most of us have a bit more trouble. Connecting with the right business contacts in a crowd of strangers can be an intimidating task.

It helps to have a few strategies to follow to get the networking ball rolling.

Practice describing your business in two sentences. Be sure to add a benefit to draw the interest of the person you're talking to. Memorize your two sentences.

Bring business cards. Keep a pen in your pocket. When you meet a potentially helpful contact, ask for their card and write info you want to remember on the back.

Spend a few minutes with each person and move on. Listen more than you talk. Try to follow up with a letter or email a few days later.

Most people have a hard time talking seriously about business in a gathering. Make your contact, then get back later to answer questions and make sales.

Answer E-Mail Fast and Effectively

Email is quickly changing the way we do business. Many customers now prefer it because of email's speed and convenience.

The downside is you can get swamped with too many messages. One business owner complained, "I get over 300 emails a day and all want an answer."

You could ignore email, but business will suffer. Many customers will simply find another place to buy if you wait more than a day to answer their message.

Keep a file of answers to questions customers often ask. Save them to your desktop or use an email program that lets you use message templates.

Customize each message with the customer's name and a line or two that refers to them, their concern, or their business.

Don't spend too much time on any one message. Push yourself to come up with a reply, even when you feel like leaving the message for later. Unanswered email can pile up and quickly become forgotten.