1 of 41

Write now Article Tools

Page 3 of 4

or call on, the greater are your chances of getting new customers. Renew therefore your ties with existing customers and motivate them to give you continuing referrals. Your customers are your best salesmen. There is no substitute for the word and endorsement of a happy customer as it wields strong persuasive effect. Budget some provisions for giveaways, if not direct referral incentives, to reciprocate, and recognize them for their effort.

3. Implement value-added marketing initiatives.

Set-up an IT-powered database that tracks, at any given time, prospect and customer profiles, including the number of proposals, sales presentations, customer meetings, and sales contracts, you have accomplished. Leverage your IT infrastructure into having an in-house telemarketing capability. Set monthly productivity targets for direct mail and telephone solicitation campaigns.

Strengthen your marketing platform with a "customer greetings program," to let customers feel that they are important to you. Extract birthday and anniversary information from your database and be generous to greet your customers during these momentous occasions. This practice heightens rapport and trust with your customers.

Give away newspaper or mailed coupons through which reasonable concessions can be extended over a limited period. This oftentimes creates a sense of urgency for the public to buy your product or subscribe to your service. The hard times had taught consumers to be highly receptive to all sorts of price-saving offers of marketers.

You can do co-location advertising with selected commercial outlets or some outdoor or bench advertising in areas where many of your prospects and customers are geographically located. Of course, you have to align this with the nature of your product and the customer you cater to.

4. Run a loyalty program to increase your customer retention capability.

This marketing program can be patterned after the "frequent flyer" programs of airline companies or the "rewards card" offering of many shopping outlets. While it may not have originality in its strictest sense, it has the power, however, to differentiate. Even if your competitors follow, you can exercise creativity to use content and mechanics that are difficult to copy. The result of your segmentation analysis can help you focus on and craft creative "first" in influencing repeat purchases and loyalty among your major customers.

5. Build values around your product and promote long-term supply contracts.

You will

• << previous page
• 1
• 2
• 3
• 4
• next page >>

Add your voice

Know something about Marketing tips to increase business?
We want to hear your view. Write now!