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Keep 'Em Coming Back
Meeting deadlines is critical for any business owner, but it is also great marketing!
One business owner we know sets realistic deadlines, but also adds one day in his calculations. He always delivers the job the day before it's promised, which delights his clients and keeps them coming back for more.Gift Basket Ideas
Folks in the custom gift basket business know that certain times of the year (Christmas, Valentine's Day, Mother's Day, etc.) are especially busy. How about creating some promotions for not-so-hectic times of the year? These could include:
- New Home Buyer Basket for Real Estate Agents - could include light bulbs, batteries, and other essentials that new home owners tend to forget during a move.
- St. Patrick's Day - could include traditional Irish soda bread, jams, shamrock plants and other reminders of a special day in the minds of most Irish-Americans.
- National Boss Day (October 16) - a basket of goodies for the leader who makes a difference.
Fulfillment Houses at Catalog Age
Looking for a fulfillment house to help you process orders generated from your e-commerce endeavors? Try the Catalog Age magazine site at http://www.catalogagemag.com for a list of fulfillment/operations vendors. From the site's home page, select the Sourcebook 2000 link. On the next page, select the Fulfillment/Operations link located in the left column for a linked list of houses that may be able to help you out.
Take Calls at Night
Dr. Kevin Nunley writes about how revamping your work schedule can increase profits:
"Recently a consultant friend told me how he doubled and tripled his income in a single month. "I take calls at night," he said.
My friend likes to start work in the evening and keep the fires burning all night. That was one of the reasons he chose to work in his own home-based business. Studies show there are a great many of us who would prefer to work late hours. Internet use is still reaching a peak after 10pm.
He found, quite by accident, that a LOT of customers like to work at night. Clients were delighted when they learned they could call in the evening and get service just as if it were the middle of the day.
If you work alone and prefer to do your job at night, turn it into a marketing strategy. Let customers know you are available after hours. Many work jobs during the day and pursue their special interests and projects at night.
Being available late saves customers from having to use a lunch break or sneak away from work to get help or place an order. This reason alone could easily be enough to get you the sale."
Visit Kevin's site at http://DrNunley.com
Offer Credit Card Payment Options for U.S. Government Business
Do you steer clear of U.S. Government business because you can't afford to wait 120 days to get paid? Think again! According to Dr. Robert Sullivan, author of "United States Government-New Customer!", the United States Government is the world's largest purchaser of goods and services - to the tune of over $225 billion dollars annually. Virtually everything you can think of is purchased in both large and small quantities. Vendors who accept credit cards can sell to the government and receive prompt payment. Most agencies are now using credit cards for purchases less than $2,500.
Visit Robert Sullivan's The Small Business Advisor site for more information about Federal government sales.
Keep in Touch Through Breakfast Meetings
Having trouble finding time to take your clients to lunch? Why wait until noon? Take your clients to breakfast instead. Many busy business folks don't have the time to break away for lunch and will appreciate an invitation to meet with you before the business day starts. And this can help your marketing budget: breakfast is usually less expensive than lunch.
Answering Machine Tip of the Week
Make the most of voice mail by posting a better-than-standard answering message. Include a "tip of the week" on your message tape, which can prove to be entertaining and educational to callers, as well as a credibility builder for you.
Five Important Words That Keep 'Em Coming Back
One of the most successful fast food restaurants in our area keeps 'em coming back with great service and 5 words. Every time a customer receives his/her order at the drive-thru window, the cashier smiles and sincerely states: *Thank you. See you tomorrow.* A positive reminder that keeps 'em coming back.
Partial Payment Plans Attract More Customers
Offer flexible payment options to bring in more business. Break down the total project fee for your services into partial payments. If the project will take 90 days to complete, bill 1/3 of the total cost once a month as work progresses. It'll be easier on your customer's cash-flow, and you'll receive a "mini-retainer" every month, an exact sum that can help you schedule payments to meet your own financial commitments.
Offering Credit Card Payments Hits Big
A few years ago we started to offer the convenience of Visa and Mastercard payments for our graphics design, copywriting, printing and creative concept work, thinking only the small business owner would find this payment option attractive. Surprisingly, many of our bigger clients started paying with this method. One client, the marketing manager of a multi-million dollar high-tech corporation, began paying our bills using his personal credit card. All "above board" and approved by his company in advance, yet with an interesting twist. His company reimbursed him for the payments, and he then personally qualified for more airline frequent flyer miles due to the amounts he was charging on his credit card.
Extra Service With a Smile
Always provide a little "value-added" service at no charge. This can include one or two phone consultations, an e-mail follow-up or a "special report" that you mail after the project is completed.
"Convenience" Leads to More Business
According to a government survey, consumers will continue to buy products and services that are convenient and easy to use. (Example: the fast-food market is expected to double its revenues by the year 2000.) Most folks don't want to know how a product works - they just want to be able to use it when it's convenient for them. Be sure to include a "convenience" message in your marketing materials.
Refer Your Customers to Each Other
To grow your small business, it's important to consistently ask your existing customers for referrals. But don't forget to send your own customers to each other. One of the best ways to keep your name in front of your clients is to send them referrals who say "(Your name here) suggested I call."
Watch That Cycle!
Selling products? How long do they last? Every product has a lifecycle. Make sure you know what it is and be prepared to offer your customers timely replacements. Consistently contact them before the product lifecycle ends. Watch your sales soar.
Timing Is Everything!
Quick service means happy customers and increased profits. Speed up your profits by offering your service FAST! Example: a web page design firm offers to create and place a 6-Page Web Site on-line in 6 hours. A car detailing company offers to completely clean your car in 96 minutes. You get the picture. Speed it up if your business is slow.
Take the Time to Visit
It couldn't hurt to hand-deliver your next job to the client directly, instead of using a courier service. Your presence is the best reminder to them that you -- and your services -- are available.
Don't Forget the Kids
Barbara Fitz, owner of Green Mansions Florist in Centreville, VA (800- 278-2642) knows the importance of keeping all her customers happy. She provides a *kid's table* at her location, stacked with lots of games, coloring books and toys. This keeps the little ones happy while their parents do business with Barbara. Just one way to help keep them all coming back.
Doing a Little Extra
Make the effort to do something extra for the client every time you do business. An independent computer repair technician we know makes it a point to find one extra thing to fix free of charge on every computer he repairs. He also lets the client know what's been fixed at no cost. His repeat business is tremendous.
We Want You To Leave Quickly" Marketing Message
A local VA hardware store, feeling the pinch from chain store competition, fights back with its own interesting marketing message: "We Want You To Leave Quickly." Directed to the "weekend homeowner who needs to complete projects fast," the smaller store boasts that "at our store, you don't have to walk through 6 departments of bathtubs to eventually find what you really need." Smart marketing.
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