Did you know that the easiest customer to sell to is the one you’ve sold to in the past? A lot of service businesses out there don’t realize this.
So how do you get them to purchase from you again?
1. Build A Relationship
First off, if you haven’t already, start building a relationship with them beginning at or before the first sale. Get their contact info and start sending a regular newsletter. This can be via regular snail mail or email. By keeping in touch with them regularly, you’ll stay on the forefront of their mind; you’ll be the first one they think of when they need a service such as yours in the future.
2. Offer Past Customer Only Offers
Another way to get them to use your services again is to send them special “Past Customers Only” offers. You could tie this in with a special members only card.
Example: Special! 10% off X service for Past Customers Only when booked by X date.
3. Create Exclusive Deals
Create a special price break or package deal that you don’t offer the general public, reserved for those who are on your mailing list. This can be for past customers as well as prospects.
Example: Service package – 3 visits/service calls over the year. Only $xxx if paid in full.
4. Create Package Deals
Create an automatic reoccurring service package that is pre-scheduled for regular intervals.
Example: Accountants could do quarterly reviews of customer’s books to see where they’re at. Hairdressers could pre-book the next 3-6 appointments, etc.
Are any of the services you provide, things that should be done on a regular basis? For example, lawn care companies can send early reminders about mowing schedules, leaf cleanup, etc., Bookkeepers can send out quarterly reminders to clients to send out their quarterly income tax payments, etc.
There are many reasons to contact your past and prospective clients, you just need to be creative in coming up with ideas for your specific business.
Look at the companies that you currently do business with, such as vendors, and if you are a home owner, any businesses that you use for things on a personal level. How are they marketing/building a relationship with you? Are there things you wish they’d do a better job at? Even if they are in completely different industries, see how you could modify what they are doing to use for your business.