If you run (or plan to run) an online business, it’s especially important that you maintain and add to a customer/prospect list. Unlike a store-front business, which can draw on pedestrian traffic, you’re only location is cyberspace.
You must constantly let potential customers know you exist. And to remind current customers that you’re still in business and have more products and services to help them.
The are couple of powerful reasons for keeping an updated list of your customers’ names and email addresses.
Obviously first is that prospects can be turned into customers.
But here’s another important reason: It costs five to ten times as much to acquire a new customer than selling more products to your existing customers.
Think about all advertising costs involved in trying to attract new buyers. It’s much easier to sell to people whom already know you.
If you sell a quality product and deliver great customer service, you build customer loyalty and help prevent customers switching to your competitors.
Also take advantage of “cross selling.” If customer X bought Product A, make sure they know about Product B, C, etc.
If your customer doesn’t purchase your other products, send an email and politely inquire.
When you find out their specific objection to buying, you can then address problem.
Perhaps you can offer customer a volume discount, two for one deal, or add an inexpensive gift if they order.
Be creative in ways to overcome customer resistance.
And check through your list often.
When was last time you were in contact with each of these customers?