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Improve Email Deliverability: 15 Tips for Successful Email Marketing
Delivering email newsletters and sales messages to opt-in subscribers and customers is getting more exasperating—and more expensive—by the day. Delivery rates for email have gone through the virtual floor. According to MarketingSherpa, one out of...
In Marketing You Need To Focus On The Benefits
In this marketing article I discuss the most important element of marketing - turning features into powerful benefits. If you want to increase sales, you must focus on the benefits of your product or service, not the features. So what is a...
Marketing on the Cheap: Write? Right!!
We all know the value of writing articles for promoting your website or online store. However, writing articles to promote your old-fashioned, traditional brick and mortar business has been around forever. Contact your local newspapers, and...
Pay-per-Click Marketing Copy: Tactics to Avoid
The marketing message you send will influence who clicks on your PPC ad and why they click. Your goal in writing ad copy should be to put yourself in the mind of the searcher and present an ad that will give them the information they need to make an...
Win-Stay, Lose-Shift: A Marketing Strategy
When you're in marketing, you often have to explain to a disgruntled CEO or manager why you want to abandon your original year's plan and move on to something else. You may even have been asked, as I have, "If I hire you will you stick with a plan...
 
Three Ways to Get Repeat Sales With Follow-up Marketing

If you have customers, that's good.

If you can sell them repeatedly over time, that's better!

Actively pursuing repeat sales, also known as backend sales, is one of the
most profitable things you can do for your small business.

Here are three ways to do it ...

1. Say, "Thank you"
Start with a simple thank-you letter. Ask yourself this -- when's the last
time you got a thank-you letter from a company after giving them your
money? I'll bet you can't remember. See the possibilities for standing out
and generating good will?

I created an email template so I don't have to write the same thank-you
email over and over. It literally takes seconds for me to send one out to
each client.

A heartfelt "thank you" is all you really have to say, but you can go a bit
further in your message, by doing the following:

reinforce why it was a good idea to buy from you in the first place -- sell
your company after the sale to cut down on buyer's remorse and
returns/refunds
offer another product or service to complement their original purchase; you
can make this a limited-time offer, as I do (see my example thank-you email
below)
refer customers to affiliate programs at other Web sites that pay you
anticipate frequently asked questions (FAQ) and tell customers how they can
get service after the sale
ask for referrals
Simply sending a thank-you message after the sale will help nip service
problems in the bud. By acknowledging people who buy from you and opening a
channel of communication, you can turn unhappy customers into raving fans
who later recommend your business.

Really, when you think of it, the only thing that differentiates your
business -- online or off -- is service.

Yes, it's crucial to have the highest-quality product/service possible. But
what customers remember (and what they tell their friends) is how they were
treated. You can set the tone for a positive, profitable relationship with
all your customers simply by thanking them right after they purchase from
you.



2. Send a survey
Customer feedback, negative or positive, is a crucial tool for fixing holes
in your business. You can get that feedback via an online survey.

As of this writing, you can get one free at Zoomerang (www.zoomerang.com/).
I've used them for over a year and highly recommend their survey creator.

A good customer survey is like a vigorous


massage -- you may feel beat up
after reading the results, because NO business serves its customers as well
as it thinks it does, but the results will energize you.

Side benefit
A survey is a window into your clients' minds. If you include a section for
them to include their comments, it's like having a free product research
laboratory! LISTEN and ACT on what your customers tell you. They'll give
you invaluable tips on what new products to sell, joint ventures to form,
etc.

Side benefit
You'll also find that clients answering your survey will often give you
testimonials, which you can later use on your Web site. As you probably
know, testimonials are an incredibly effective way to boost credibility and
sales.

I've accumulated five or six pages of them over the years (I stopped
counting) and prospects continually tell me that my testimonials were a
deciding factor in why they chose to buy from me.



3. Introduce them to non-competitors' products
What if customers won't need your product/service again for a long time, if
ever? If you haven't done so already, set up affiliate deals from other Web
sites that offer items related to your own.

My business offers a perfect example. Buying a resume is a lot like
visiting the dentist -- it's not something people look forward to, and they
likely won't make a repeat purchase for 6-12 months … or longer.

To overcome this, I email my clients information about career-related Web
sites where they can register for job search services, buy books and audio
tapes, refer jobs to friends, etc.

Each of these sites has an affiliate program that pays me $1 to $5 every
time people register or buy. It all adds up to hundreds of dollars in
monthly revenue that would have been left on the table had I not introduced
my customers to these other sites.

Need ideas on what kinds of products or services to offer your customers?
You can search for an affiliate program that's right for your customers at
one of these sites -
www.associateprograms.com/
or
www.refer-it.com/

Best of luck to you!

About the Author

Kevin Donlin has been selling online since 1995. This article is an
excerpt from "How to Double Your Small Business Sales in 20 Minutes a Day
With Follow-up Marketing", a new manual that does just what the title says.
Guaranteed. To learn more, visit http://www.guaranteedmarketing.com/manual

 

KnowThis: For Marketing, Market Research, Internet Marketing ...
KnowThis.com offers a wealth of information, forums, and resources for professionals, academics and students in traditional and internet marketing, ...
www.knowthis.com
 
Marketing - Wikipedia, the free encyclopedia
Marketers depend on marketing research, both formal and informal, ... The next big thing is a concept in marketing that refers to a product or idea that ...
en.wikipedia.org
 
Marketing - Marketing Strategy - Marketing Plan - Marketing ...
Learn about marketing careers, the stages of developing a marketing plan, how to begin marketing research, create a marketing strategy, and how to market ...
marketing.about.com
 
Marketing.org - Home of the Business Marketing Association
Serves the professional, educational and career development needs of business-to-business marketers.
www.marketing.org
 
Welcome - American Marketing Association - www.marketingpower.com
Dedicated to serving the educational and professional needs of marketing executives.
www.marketingpower.com
 
Advertising, Marketing, Media and PR News - Brand Republic
Find the latest Advertising, Marketing, Media and PR news from Brand Republic, the online resource for up to the minute advertising and marketing news and ...
www.brandrepublic.com
 
Marketing Magazine - Marketing News - Brand Republic
Marketing Magazine - Marketing News - Brand Republic.
www.brandrepublic.com
 
Marketing (Canada)
Offers a Canadian source of news and articles on marketing, advertising and media.
www.marketingmag.ca
 
BidVertiser - Pay Per Click Advertising On Sites Of Your Choice.
Pay per click advertising - online advertising directly on sites of your choice, internet marketing solution for online advertisers.
www.bidvertiser.com
 
Online Behavioral Contextual Advertising and Marketing.
Promote your business with today's most effective online advertising technology, contextual advertising at a cost effective metric of CPC, PPC, CPM or CPV.
www.clicksor.com
 
Sales Jobs / Marketing Jobs / Advertising Jobs - MarketingJobs.com
Employment site for marketing and sales professionals.
www.marketingjobs.com
 
The Chartered Institute of Marketing
The Chartered Institute of Marketing is the world's largest international marketing professional body and helps with career support and information ...
www.cim.co.uk
 
Marketing: See what people are saying right now on Technorati
See all blog posts tagged with marketing on Technorati.
www.technorati.com
 
Marketing Profs - Marketing Concepts and Strategies: Expert ...
Marketing knowhow from professionals. Newsletter, articles and how-to's.
www.marketingprofs.com
 
Guerrilla Marketing Online - The Official Site
Guerrilla Marketing Online is anonline magazine for small business, entrepreneurs, sales people and marketers of all kinds.
www.gmarketing.com
 
Business Marketing - Small Business Marketing
Business marketing - Read everything your need to know about small business marketing.
www.entrepreneur.com
 
All About Marketing
Adapted from Field Guide to Nonprofit Program Design, Marketing and Evaluation ... Inbound Marketing Includes Market Research to Find Out: ...
www.managementhelp.org
 
Pages tagged with "marketing" on del.icio.us
USA Network Announces a NASHVILLE STAR Marketing Partnership With ... - Yahoo! ... Direct Marketing Association: Telephone, Mail & Internet Marketing ...
del.icio.us
 
ClickZ Internet Marketing Solutions for Marketers
Includes columns with commentary and analysis on a wide variety of internet marketing subjects ranging from B2B marketing to search engine marketing.
www.clickz.com
 
Direct Marketing Association: Telephone, Mail & Internet Marketing
Trade association for users and suppliers in the direct, database and interactive marketing fields, offering seminars and resources, and lobbying for ...
www.the-dma.org
 
 

 
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