The Number One Article On Selling More To Your Customers

I don't know about you but if I were to open up a small business....my number one goal would be to make money. I'd like to take a cruise and dine in the finest of restaurants whenever my heart desires.

Oh, and let's not forget...buy only bottled water and daily massages for my boxer, Boula. I can hear some of you gasping already: "I can't believe she just said that?!"

Yes, I said it and if you could see me right now....I'm saying it into a megaphone while standing on the edge of my roof.

Whether you want to admit it or not.....you want the same things too. And I'm here to tell you that if your number one goal as a small business owner is not to make a profit (unless you have a money tree in your garage!) then you're going to be standing on the employment line and crying in your alphabet soup very soon.

Alright, back to business goals....

My number two goal would be maintaining customer relationships so that I can stay in business while offering my customers the best products and services.

If you want to be profitable and have a competitive edge in any economy then you'd be very wise to keep selling to your customers.

Why?

Because it's going to cost you so much more money to attract a new customer to your business than to simply market to your already existing customers.

Please don't fall into the thinking that you're annoying customers when you responsibly and respectfully keep them abreast of any new products/services you offer.

They will thank you for letting them know. This is the way I look at it: If you're a small business owner then most likely you don't have a big marketing budget, so, you've got to be very creative in how you keep putting the word out about your business.

And since you spent money on advertising to get that customer in the door then it would make perfect sense to keep selling to them, correct? Why would you allow them to go anywhere else to buy the same product or service that you offer?

Ray Kroc of McDonald's fame would nod his head in agreement. We can learn a lot from him as he built a fortune on the principle of selling more to his customers. You don't believe me?

Okay, when was the last time you ordered a meal at McDonald's and you didn't hear: "Would you like fries with that shake?", coming out of the mouth of a pimpled-faced teenager behind the cash register?

You may not have wanted fries when you walked into the restaurant but you were sure salivating for it when asked if you wanted it with your shake.

It didn't matter if you were on one of those lemonade-cayenne pepper diets so you can fit into your favorite jeans from high school. You wanted fries and, By George, you were going to have it!

Amazon.com latched on to the line made famous by McDonald's and put their own twist to it: If you order a book from them....this is the message that pops up right before you get to the shopping cart: "People who've bought xxxx have also bought xxxx."

If you offer additional products or services at the point of the original sale, you can increase the value of your sales and the profits you bring in....and again, your customers will thank you.

You need more examples to get your creativity flowing on how you can apply this to your business?

-Carpet Cleaners: Can you sell removal of dust mites? How about scotch guarding the carpet as an add-on to the general cleaning?

Every carpet needs to be deodorized every once in a while - sell your customers your array of sprays to rub out any accidents from the kids playing.

-Spa: Your customer has just had a relaxing facial....can you offer her your face products so that in between visits she can keep her skin supple?

Birthday gift certificates she can share with her loved ones so that they, too, can enjoy the same experience?

-Real Estate Agency: If you think that as a Realtor the selling stops when your customer has bought a house from you then you're going to have to stretch your thinking outside the box and put on your money goggles for a second.

Alright, you sold lots and lots of homes this year and you're feeling pretty good about yourself - and you should. It's good to be on the side of success.

Now, after selling a house to your customer....why not offer them other services? When people buy a house, don't they need new window coverings, furniture, landscaping, carpeting, electrical work, painting, contracting work, computer services, telephone services, cable services, and art?

But I only sell houses, you say. Yes, you sell houses but that doesn't stop you from setting up strategic alliances with ten different businesses that compliment the work of a Realtor.

This is what you can do: Approach reputable businesses that offer complimentary products/services and get them to see how working together can be a mutually profitable union.

You get them to sign a Non-Disclosure form and an agreement stating that they will pay a percentage of the new business you'll be sending them, plus a discount to the customers you introduce them to.

This is a win/win/win because you're offering your customers a great service they already need and saving them time from having to go out and find it on their own.

Your strategic partners are getting new customers they didn't have to spend advertising for and you, Mr./Mrs. Realtor, will be generating multiple income streams to add to your own business so you can finally afford that 10 day cruise and cartons of Evian water for your pooches that you and they so desperately deserve.

Good for you!

Remember, you're in business to make money, so, keep selling to your customers. I hope while doing so, you are committed to providing the very best to your customers and continue to build solid relationships with them.

If you treat your customers right and focus on rewarding them they will be more than happy to reward you in return. Your survival depends on it.