How To Market Existing Customers for Repeat Business
One of the best ways to increase your sales revenue is by a combination of repeat business from existing customers and through referrals. Some business owners may think that marketing is usually about attracting new customers. However, marketing existing customers is equally as important, if not more.
In a recent survey conducted last year, it found that marketers spend on average of just 21 percent of the marketing budget on existing customers. Studies also show that it can be cheaper to retain a previous customer than to find new customers as the possibility of selling services to an existing customer is 60-70%. Selling services to a new customer is 5 – 20%.
If you are looking to increase your sales and revenue then customer retention shouldn’t be overlooked.
How can you remarket your existing customers and re-sell your services to them again?
Here are a few ways in which can benefit your next remarketing campaign.
Google AdWords Remarketing
Google AdWords remarketing is an online advertising service which enables your website to show targeted adverts to those users who have already visited your website. When browsing the web or watching youtube videos, to reading the news, these ads can show up on these sites enticing visitors to come back and use your service again.
This method is usually called retargeting and can increase your return of investment and conversion rates. This is all down to previous site visitors who are already familiar with your services and are much likely to become customers.
This is all part of the Google Display Network which is connected to over two million websites that reach over 90% of people on the internet. You can also measure your results with this service which can be incorporated into a google analytics account.
When you receive an enquiry it is always best to take down as much info as you can about your customer, especially an email address. Many people may think that it’s not important to ask for a customer email address but when it comes to remarketing, it is a very powerful, small piece of information that may bring that customer back. Even if they didn’t use your service in the first place. The email addresses of all your customers can be put together to send out a newsletter, special offers or even just a seasonal greeting.
With these emails you can send specific targeted information that can persuade your customer to come back and spend money with you again.
When a new or existing customer visits your website and they don’t fill out a form or complete an action on any page, then this can be a great tool to bring them back.
This is a unique code snippet that you incorporate into your website that tracks all your visitors who have Facebook. If they land on a specific page or didn’t complete a form, this can be shown as a Facebook ad and can be displayed on their news feed.
It is a great tool as the user doesn’t need to type in any keywords which the likes of Google AdWords targets but shows in the form of an ad.
Another way of bringing in new business is by a referral scheme from your existing customers. It is a great method of promoting your services or products to new customers through previous customers by word of mouth.
It works by influencing new customers based on the opinions of existing customers to their family, friends, social media etc about the service you have provided.
With every service it narrows down to trust, if we don’t trust a service or product then generally we don’t use them. Recent studies have shown that people always trust people’s opinions over the generic adverts and sales pitches.
In these modern times with social media a quick post, tweet or instagram picture can potentially reach hundreds or thousands in seconds.
These are just a few examples of a remarketing strategy to existing customers which can bring in new customers. All of which are powerful tools to utilise and to become apart of a marketing campaign.