The first and most important job of any business, especially a
small home business is to sell whatever their product or products are.
It does not matter what the product is if you cannot get it to your
market the product is useless.
It is well to remember that a customer does not need your particular business but your business needs that customer.
Your list is the life blood of your business.
To sell a product you need customers or a list of potential customers. When life was much simpler there was not much choice as to where you bought your products or what products were available.
Times have changed, more and more marketers are chasing the same customers. So how can the smaller home business compete in this expanded market?
Marketing on the internet
For those businesses which do not have an obvious shop front such as an internet business the method of attracting customers requires some further thought. Methods of marketing become more important.
I cannot go into all the methods of marketing, except to say that the attraction marketing model used properly should fulfill all the clients expectations.
Whatever the size of the business you have two choices. If you only want to capture the immediate prospects and not expect them to return then making an irresistible offer and selling it cheap is a reasonable method of selling. Even here if the product matches the customers expectation the return rate can be high and the business very successful. For those whose business requires a high customer return rate the attention to the needs and wants of the prospective client list is paramount.
Keep contact
Keep regular contact with your client list by whatever means possible. If you are selling a new product involve your customers by asking the first few as to what they think of the product. Does it match their expectations and how could it be modified to make it even better. Products do not have to be perfect before they are marketed. Clients on your list who feel involved are very much more likely to buy another product at a higher price with a better profit margin to you. It is a good idea to have a lead product or discounted product which you have sold before and is only available to new opt in clients. The whole point is to increase client list base.
In an internet dominated business a client can feel quite isolated. A good marketer will use this to his advantage. He will encourage a friendly helpful and supportive relationship with his client list.
People like to spend money
People in general like spending money but mostly not on necessities and utilities. They like spending money on what makes them fell good and will help them to achieve their goals or dreams. If a customer has been satisfied with one buying experience they are much more likely to buy something else, if not immediately, very shortly afterwards. If you know your markets needs you are in a good place to offer them something else which matches those needs.
This can be done whatever the business you run. If they come to buy onions and you know they like Asian Food, offer them the fresh ginger or spices that you have just had delivered and recipes to use them. If they come in response to a free offer, present them with a product that will enhance the effectiveness of that offer, but with no obligation. They are much more likely to buy at that moment and will remember the attention you gave them. Remember to make it personal to them.
Customer support
The Internet Marketing Industry need a special mention. Customers who require help or advice are very fickle. If you cannot supply the service within the time frame that the customer requires, they will go elsewhere or will return your product. There is nothing worse for a customer to be waiting at home for an answer to their query than to get nothing.
Unfortunately help desks in general are not noted for their reliability. If you cannot supply the help within a reasonable time scale do not advertise the service. Do not give guarantees that you cannot honour. Keep appointments and reply to requests on time if humanly possible but at all times keep the client in the frame.
It is well to remember that a customer does not need your particular business but your business needs that customer.
Your list is the life blood of your business.
To sell a product you need customers or a list of potential customers. When life was much simpler there was not much choice as to where you bought your products or what products were available.
Times have changed, more and more marketers are chasing the same customers. So how can the smaller home business compete in this expanded market?
- You have to gain your potential customers attention.
- You have to maintain your customers loyalty. It is important to recognise that once a customer has had a satisfying buying experience they are much more likely to buy again, and often a higher priced article.
Marketing on the internet
For those businesses which do not have an obvious shop front such as an internet business the method of attracting customers requires some further thought. Methods of marketing become more important.
I cannot go into all the methods of marketing, except to say that the attraction marketing model used properly should fulfill all the clients expectations.
Whatever the size of the business you have two choices. If you only want to capture the immediate prospects and not expect them to return then making an irresistible offer and selling it cheap is a reasonable method of selling. Even here if the product matches the customers expectation the return rate can be high and the business very successful. For those whose business requires a high customer return rate the attention to the needs and wants of the prospective client list is paramount.
Keep contact
Keep regular contact with your client list by whatever means possible. If you are selling a new product involve your customers by asking the first few as to what they think of the product. Does it match their expectations and how could it be modified to make it even better. Products do not have to be perfect before they are marketed. Clients on your list who feel involved are very much more likely to buy another product at a higher price with a better profit margin to you. It is a good idea to have a lead product or discounted product which you have sold before and is only available to new opt in clients. The whole point is to increase client list base.
In an internet dominated business a client can feel quite isolated. A good marketer will use this to his advantage. He will encourage a friendly helpful and supportive relationship with his client list.
People like to spend money
People in general like spending money but mostly not on necessities and utilities. They like spending money on what makes them fell good and will help them to achieve their goals or dreams. If a customer has been satisfied with one buying experience they are much more likely to buy something else, if not immediately, very shortly afterwards. If you know your markets needs you are in a good place to offer them something else which matches those needs.
This can be done whatever the business you run. If they come to buy onions and you know they like Asian Food, offer them the fresh ginger or spices that you have just had delivered and recipes to use them. If they come in response to a free offer, present them with a product that will enhance the effectiveness of that offer, but with no obligation. They are much more likely to buy at that moment and will remember the attention you gave them. Remember to make it personal to them.
Customer support
The Internet Marketing Industry need a special mention. Customers who require help or advice are very fickle. If you cannot supply the service within the time frame that the customer requires, they will go elsewhere or will return your product. There is nothing worse for a customer to be waiting at home for an answer to their query than to get nothing.
Unfortunately help desks in general are not noted for their reliability. If you cannot supply the help within a reasonable time scale do not advertise the service. Do not give guarantees that you cannot honour. Keep appointments and reply to requests on time if humanly possible but at all times keep the client in the frame.
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