Do you treat all your customers equally?
This is not the time to be like a parent who loves all their children equally…
You SHOULD love some customers more than others.
Let me explain. And in the process, I’ll give you some insight into your customers, and explain how to build your business around your best buyers.
Why you should play favourites with your customers
Those of you who know me personally, know that caffeine practically runs in my veins. I’ve been a coffee lover for as long as I can remember. (Starting out with decaf iced coffees that I made as a little kid!)
10 years ago I bought my beloved Italian-made espresso machine. I call her my 3rd child…
Since then, I’ve bought a lot of coffee products: coffee grinders, brushes, tampers, beautiful coffee cups and jars – the list goes on. I even bought a professional coffee-making course!
But I didn’t buy all this at once. It was a process.
The place I bought all my products from educated me about coffee using engaging content – I would read their emails, watch their videos, sometimes I would visit them in-store, and I would buy. And buy. And buy.
I became what’s called a hyper-consumer. A 20-percenter. And these are the people who drive your sales forwards. They are the backbone of your business.
In my previous business, Cushie Tushies, we had about 20% of our customers who were responsible for over 50% of our revenue.
Which is why it’s so important to have multiple and/or consumable products. So that people who buy from you – and love your products and your brand – can buy again. Because they will!
So it is your responsibility to build your business around your hyper-consumers. Figure out what they would love to see and how you can improve their experience. Figure out what is the logical order of purchases they are likely to make over time.
Learn your hyper-consumer’s buying journey
One of the best ways to learn such insights from your repeat customers is to survey them. A special survey just for those customers who have bought from you twice or more.
By listening to what they say, you’ll extend the lifetime value of your best customers and keep them coming back for more, again and again.
And then you can take that a step further. Use this knowledge to make the right product offers to your best customers at the right time.
I recommend creating specific marketing automation campaigns that are triggered by specific product purchases.
That means, sending automated email campaigns after a customer has bought, timed to make specific offers at the time intervals you know your best customers are likely to be ready to buy.
Treat your best customers like royalty and you’ll skyrocket your profits!
The benefits to your bottom line of having loyal, repeat customers is irrefutable.
I talk more about this and how to build loyalty and encourage repeat sales in my previous blog, “The Secret Sauce for a Profitable eCommerce Business”.
Need help growing sales and profits in your own business?
There’s a process for learning this stuff, but don’t despair, it’s totally figure-out-able!
If you want to jump-start your business and grow sales and profits online, like, yesterday, then go ahead and grab my free implementation guide right now.
Click here to download your copy today.
About our Ausmumpreneur Expert :
Catherine Langman is an award-winning business owner with extensive professional experience in brand communications, digital design and online marketing. As a business coach to Productpreneurs, Catherine has helped clients with product-based businesses to achieve massive growth in their own businesses. Find out more about Catherine here: www.catherinelangman.com