June 15, 2009

Feature

Educate your customers

Customer education can increase sales and post-purchase satisfaction. One way to do this is to put a rack near the cash register to hold pamphlets, brochures and flyers that provide helpful information to your customers. For example, if you sell batteries, you could have a pamphlet describing how to charge them properly. If you sell sporting goods, you could have a brochure on how to take care of sprained ankles and other injuries. You could also include information on the proper care and use of your products. This information will set proper expectations, increase customer satisfaction and decrease returns.

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On the web

Take advantage of your 'Thank You' page

With an e-commerce site or contact page, an often overlooked page is your 'thank you' page that pops up once a transaction has been completed. You can offer coupons, discounts and specials on the page along with the thank you, as these are paying customers viewing. Customers often 'look' to this page to ensure their transaction has been completed, so you can take advantage of this hit.

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networking

Set a goal at a meeting, show or party.

Before an event, set a goal for the number of people you want to meet. You can start conversations with remarks about the food, speakers, or conference sessions. After a few sentences are exchanged you can introduce yourself and ask what the other person does. Don’t forget to hand this new acquaintance your business card and get theirs in return. Write comments on the back of the cards you receive as reminders of your conversations and for follow up.

Once you have pre-determined you are going to network at an event, it’s much easier to introduce yourself to strangers. When I have practiced this strategy, I am amazed at the opportunities I discover. The people I talk to, even if they aren’t a prospect for my business, refer me to potential customers. Or, I’ll learn something new about my industry, clients, competition, or uncover opportunities for partnership.

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giveaways

Cross sell customers with products or services

When a customer buys one product, include a sample of another item, or a gift certificate for a different service, with their purchase. For example, a deli may put out samples of chips at the register while people are paying for their sandwich. Or a computer shop may give a repair customer a gift certificate for one free computer training course. Think of how you can apply this to your business.

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