Today I’d like to talk about how to turn prospects into customers and retain them for future marketing efforts. While your marketing is doing its job, you need to be working on turning those prior prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:
The biggest fear of most new customers is the dread buyer’s remorse. You want to avoid this at all costs and this should be mitigated if you’ve provided a quality product/service that delivers on the marketing claims you’ve made.
However, this can still occur. There are two ways to deal with this:
- Offer to refund money-no questions asked
- Offer a bonus they can keep even if they return the product
These offers alone will also mitigate buyer’s remorse because the customer will trust you more, just for offering these things.
There are a number of other ways to turn a prospect into a customer:
- Offer a special price as an opportunity for them to test the market.
- Offer a lower price with the reason of pushing inventory to pay a tax bill, for your kid’s’ braces, or another tangible reason. Customers love that this. It makes you feel so much more human.
- Offer a referral incentive. (my NAI one is coming soon)
- Offer a smaller, more inexpensive product first to build trust.
- Offer package (bundling) deals.
- Offer to charge less for their first purchase if they become a repeat customer. You can give a discount on the second purchase.
- Offer extra incentives; longer warranties, free bonuses if ordered by a set date.
- Offer financing options, if applicable.
- Offer a bonus if they pay in full.
- Offer special packaging or delivery.
- Offer “name your own price” incentives.
- Offer comparative data or other comparison tools.
- Offer a trade-up or upgrade to something they already have.
- Offer additional, educational information to help them make the decision.
The options really are as limitless as you make it. You can use these or other ideas to find what works best for your business, products/service, and target market. Remember this…
“By making it inviting, easy, informative, non-threatening, educational, inspiring and fun to do business with you, you’ll loft your company above the competition.” Jay Abraham