+ RSSHow to get people to buy from you again
Howdy Partner,
Not too long ago I was talking to my friend and fellow copywriter David Garfinkel. He was doing a call with his Copywriting Mastery Club on creating a "Repeat Customer Profit Bonanza!" He asked me to contribute because he knows I get tons of repeat business.
I guess it was "unconcious competence, because I didn't have a clue why I got so much.
So I dove into the bowels of my mind (ok... maybe that's not a good visual...) and I tore the whole process apart. Took a long time, but in the end, I liked the formula.
Wanna know my secret?
Okay, since you asked here's what I came up with.
It's a formula in fact, it's the great formula for Mark Joyner's Great Formula! (Sorry Mark, didn't mean to steal your thunder)
Get results and you gain the gain trust and respect of customers . After all, they are paying you to do the job, right? That means if your product or service truly delivers the goods, you're setting up the expectation it will happen again.
How else can you gain the confidence of a customer than with trust and respect. That's why they pay you right? When you deliver - people expect it to continue. So you need to make certain they get quality from you.
The second thing you need to nail is COMMUNICATION.
Next, you need a dose of good old fashioned COMMUNICATION.
When you communicate, you build your relationships, find new needs and show new solutions that your customers don't know you even offer! It works online or offline, keep the communication flowing and make sure you aren't always pitching in every communication.
It can be as easy as a phone call, or an email with a tasty tidbit of info they need. But in the end, you become the go-to guy or gal.
Then comes VALUE.
Make sure your customers know you have other competencies and give them value along them.
In fact, give them value in areas they won't expect. It widens their perception of your talents.
Don't be in the mindset of selling and then going away. Do more then your customers would expect.
Most people these days only want to do the minimum they can get away with. Step outside that paradigm, and watch what happens.
Finally, CUSTOMER CARE.
Why not be different from all the cold prickly "service" people are used to? Think that will set you apart?
I love the way Mark Joyner takes care of his customers. And I would guess it's made them even more rabid fans!
For example, I work with Rick Raddatz, HE gets it. I was flown by Rick to Brekinridge Colorado for a 2 day brainstorming session this winter. We focused on customer service a good amount of the time.
But Rick didn't just pay lip service to the concept. When I wrote his Instant Teleseminar copy, we added Ricks personal cell phone number in the copy.
How come?
We were showing his committment to customer care, and if customers didn't get a problem solved, they could call him directly and he would make sure they did!
Which would you rather have?
Perhaps you're thinking "That's good for Rick, but I don't want to answer all those calls." Fair enough. What may surprise you is that Rick got very few calls regarding customer serice issues. But he did end up getting some good feedback on his product, and several good ideas.
Taking care of EXISTING customers is the cheapest and most effective way to build your business PERIOD! But many marketers see it as "make the sale - goodbye sucka".
When your highest cost is acquiring a NEW customer, taking care of EXISTING customers is the cheapest and most effective way to build your business PERIOD!
So... if you're looking for that extra edge in your business, give this formula a try. You'll be tickled by the results.
Cheers,
Million Dollar Mike Morgan
