The purpose of a commercial web site is to sell products or services.

You have done your homework and now you have -

* A good web site
* Paying PPC’s to drive traffic
* Keeping ads in ezines
* Having online payment processing system
* Maintaining a mailing list
* You also have good conversion ratio with your web site.

But are you alloting time for your old/present customers?

Here is the scenario …

You spent money to advertise in an ezine. You sent a solo ad or put a sponsor ad in an ezine. So John Smith saw your ad and responded to it. Readers response depends on the effectiveness of the ad, need for your product, repeated exposure etc. So after John coming to your site he surfs and looks at your product.

Say he doesn’t buy in the first visit. You should make him to come to your web site atleast few more times to incease product exposure. For this to occur you maintain a mailing list and ask John Smith to subscribe. Well … if he is interested he will join your mailing list.

You will follow up John Smith and give the details, benefits, offers of your product. Internet ‘gurus’ says that minimum of seven exposures leads to a sale.

So with your good effort John Smith bought your product. OK … He was satisfied for buying a good product … You were satisfied for making a sale … Both of you are happy.

What next?

You have to go through all this process to make another sale.

Or you can offer your other products to a satisfied customer like John Smith.

Which one will be easy for you?

It will be easy and economical if you go with the second method:

* You don’t have to spend money to advertise again to John Smith. If he subscribes to your mailing list, it will be much more easy to contact him.

* He already your satisfied customer. So more chances of buying your second product.

This DOESN’T mean that you could stop your regular campaigns and concentrate on your old customers. I just want you to understand the potentiality of this method, especially if you have few other related products that will be useful to your customers. Remember, these related products can be your products or affiliate products you trust …

So DON’T FORGET your old customers. They are your potential prospects who already have developed trust in you and are willing to buy from you repeatedly.

Methods to contact your old customers:

1. Follow up: After a week of the sale you can contact your customer asking his opinion on the product and how he has been using it. If you have a money back guarantee, mention it again. You can offer a discount on another product of yours telling him that he is a valuable customer of yours so you are offering this discount.

2. Ask him to subscribe: If he is not subscribed to your list remind him about the benefits of your mailing list.

3. Freebie: Offer a freebie that will be useful to him but produce backend sales to you.

4. Free upgrade: Offer free upgrades to your product. So that they will subscribe to your list.

5. Refering to their friends: Tell them to refer your product to their friends. If his friends buy your product, you can offer an incentive to your customer who refered their friends.

7. Set up an affiliate program: When you make a sale, encourage your customer to join in your affiliate program.

8. Take testimonials: DON’T forget the value of testimonials. People are interested in what other people saying about your product. Satisfied customer would love to do testimonial for you. Keep them on your web site. These testimonials dramatically increases your sales.

Author: Radhika (c)
http://www.webmasters-central.com/




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Posted in: Internet Marketing