SlideShare a Scribd company logo
How To Create A Loyal Tribe Of Repeat Customers
piedpiperpersuasion.com/how-to-create-a-loyal-tribe-of-repeat-customers
by Jon
Everyday my inbox is flooded with emails from
marketing ‘gurus’ offering to teach me how to get more
leads.
Leads, leads, leads!
Yes, building a list of potential customers is an
important activity for any
business. However, increasing sales by acquiring new
customers is more expensive than encouraging your
existing customer base to buy from you more
frequently.
This is why I believe an important goal for your business should be to…
Build a loyal tribe of customers, who come back over-and-over again!
This is the key to developing a long-term and sustainable income.
So, as you read this post…
Here’s What You’re About To Discover:
What you need to know about organised religion to keep your customers around for years
Why the word NEW can mean the difference between a one-off sale and a life-time foaming-at-the-
mouth evangelist
Why offending people could be the fastest way to build a loyal tribe
The 3 main mistakes that most home-businesses make when focusing on single products to sell
…and many other tips to create a culture of customer loyalty
Let’s get started…
Everyday that either you, your message or your business is not in front of your customer, your business is
losing perceived value in the mind of your customer.
Remember that on a daily basis your customer is being bombarded with 1000s of marketing messages.
They’re being distracted with weird and wonderful notifications on their smart phones.
They’re having to deal with work and family related stress.
Life just often just gets in the way.
So…
One of your many goals as a small home business owner should be to find a way to…
Be heard over and above the noise!
Marketing legends such as Dan Kennedy, often refer to this as occupying ‘front of mind’ awareness.
Is there really any point of breaking your neck to get new customers, if all you ever get is a one off sale?
Of course not.
Most home business owners that I come across to neglect to provide good…
Customer Service!
Think of it this way, if you are only sending your customers an email, or a printed letter once a month, this
basically means that you have 28-29 days off perceived value-loss before you will get the opportunity to
boost your business’s perceived value back up to where it needs to be to encourage more sales.
So, a great question to ask yourself is…
“What have I done to encourage my customers to think about my business this week?”
Your ability to communicate value is of paramount importance when trying to build a loyal customer-
fanbase.
Organisations that best understand this principle, tend to be religious institutions…
Why do you think a local church, synagog or temple
ask people to turn up every week?
To keep a particular philosophy ingrained in the
minds of their followers.
Now that I’ve discussed the importance of frequent
communication, you should also remember that…
Not all customers are created equal!
Here’s what I mean…
Everyone of your customers likes to absorb information differently.
Some, will be more receptive to blog posts.
Others would to prefer to communicate with you using emails.
Some love listening to audio etc.
So, creating a monthly marketing calendar, is a sensible way to keeping on top of all of your marketing
activities.
It really does makes sense to communicate with your customers throughout the month using as many
different forms of communication as possible.
Remember, what you are trying to do here is to turn your existing customers into a loyal tribe of repeat-
buyers.
Now…
This will not happen if you simply increase the number of sales messages that you are sending to your
customers.
Frequency of communication is important but it can also kill your business if you’re simple begging them
on a daily basis to…
Buy your stuff!
So..
One technique that you could use to create more value on a daily/weekly basis is to give your customers
as much valuable free information as possible before you sell them anything else.
A great ratio to aim for is to give free practical/usable information 75% of the time, and then present your
sales messages for existing/new products 25% the time.
Utilising public holidays as an excuse for value building communication such as, Christmas, Easter,
Halloween, Mothers/Fathers day, St Patricks Day is also a great way to increase goodwill whilst
maintaining this ‘front of mind’ concept.
So, here are a few tips that should help you to turn one-off purchasers into a loyal tribe of customers.
Tip 1:
Focus on strengthening your customer’s pride of attachment with your business.
Ask yourself this question…
Is there anything about your business that would
make someone proud to be affiliated with you?
Answering this question during the prospecting stage,
will dramatically improve the likelihood of your
customers being long-term evangelists of your
business.
This is the key to building a cult like following.
Yes, I said cult. Get over it
So, what do I mean by this…
Well, let’s take a closer look at sports fans.
I’m not really that passionate about sports but if you’re
anything like me, you’ll probably have a number of
friends or family members who are ridiculously
passionate about sport.
In my case it’s football(soccer – for my US readers).
Some of my friends spend an obscene amount of
money on a monthly basis, buying clothing and
merchandise that represents their clubs.
On weekends, they often walk the streets of London
with pride, showing everyone that they are a members
of the “Chelsea” or “Arsenal” club.
Here’s the reality when it comes to human beings, the need to belong is one of the emotional drivers that
every human being possesses according to psychologists such as Maslow.
Sports aside, this trait can be seen by people who purchase Apple products too.
These fans seem borderline-fanatical because Apple have created a die-hard tribe, who’s logo makes a
statement to the world that says…
I’m one of the cool new & innovative members of society!
So…
Let’s look at why are people so obsessed with the concept of something being ‘New’?
It goes back to our childhoods.
The brain’s limbic system keeps a record of past
traumas and emotionally positive events to help us to
judge what the potential outcome of new experiences
might be like.
Every time we received a present on our birthday or at
Christmas, and we opened our present and received a
positive emotional experience, our limbic system
stored this information year-in and year-out, and this
accumulation of positive experiences often send a signal to our brains that ‘new’ things are likely to make
us happy.
Side note: The act of opening a wrapped present involves two emotional buying triggers that can be useful
influencing techniques that you should start applying to your marketing…
Mystique & Positive Expectation!
I’ll discuss the practical application of these triggers in another post.
Apologies I digress.
So…
Your goal is to create a sense of pride of affiliation in the hearts of your customers.
There are a number of ways of going about achieving this but an effective way of doing this is to
repeatedly and frequently communicate your story, your mission and your vision, at every opportunity,
to your customers.
If you haven’t done so already, define you story.
Why are you in the business that you are in?
Why do you sell the specific products that you sell?
Here’s the reality…
If you are just another ‘me-too’ business, then you
shouldn’t be surprised if after using your
products/services for a couple of months, your
customers run off to one of your competitors who offer
a similar product at a reduced price.
But…
When you have a powerful story, which your customers can emotionally connect to, you could probably
afford to raise your prices and you’ll still keep your customers because their association with your business
gives them a sense of pride.
Powerful tip:
Try to find a way that your customers can feel like they are characters in your story and playing an active
role in helping you to fulfil your mission.
A shared sense of purpose is what this is all about.
Quick question…
Have you ever been around a group of people who have recently given up meat to dedicate their life to
veganism, or given up smoking?
I’ve known a few of these people in my time and if there’s one common thing that unites them all it seems
to be…
Evangelism!
There are always exceptions to the rule but, the majority of people who I have encountered that have gone
through a significant lifestyle change want to help as many people as possible to ‘see the light’ too.
This is what you want your customers to be like and this is why you need to have a story/mission with a
powerful emotional connection that can attract me-too types.
You might be worried that by defining such a powerful mission,vision or story, you could potentially exclude
a large section of your marketplace from becoming customers.
You’re right and…
That’s exactly what you want to do!
If you’re not offending or repelling some people within your marketplace you might be doing something
wrong.
It is always a good idea to focus your energies on making it crystal-clear on who you are and what you
stand for and more importantly, what you don’t stand for and the types of people you don’t want as
customers.
Attracting the wrong types of customer WILL most probably result in headache for you later down the line.
Tip 2:
Start connecting your customers together, regularly.
Going back to the sports example earlier, when my
friends go to a sports bar and meet other people that
support the same team, they can’t help but talk(ad
infinitum) about their club’s mission, the
successes/failures and how the club/team should be
improved to get better results.
It is this meeting of minds that helps to keep their passion for their club alive.
Here’s another thing that what I’ve noticed, when I look at my friends/social circle.
Those fans who regularly spend time in environments where there are other similar fans, tend to be the
ones who are most likely to take action.
When I say take action, I am talking about: buying more merchandise, travelling around the country to
watch their team, and getting involved in corporate activities etc.
My gut feeling tells me that, being around others who have a similar mindset also stimulates emotional
buying triggers such as…
Exclusivity and Significance!
People like to feel that they belong to a exclusive
group!
So, ask yourself this question..
Do I have some way of recognising customers in
my business in a way that stimulates exclusivity
and a sense of belonging?
Merchandising might be an effective way of you
achieving this.
Imagine what would happen to your business, if your
customers woke up in the morning and had a cup of
coffee using one of your ‘Top 10 Customers” exclusive
coffee mugs.
Or…
Imagine what would happen to your customer subconsciously if they used a calendar that they were
awarded by you as a ‘special customer’ with your logo and USP written on it, to record the date of their
sister’s wedding.
This is a powerful concept.
Dont ignore it!
Achieving this level of ‘front-of-mind’ awareness is one of the best ways of preventing your competitors
from coming in and stealing your lunch because your customer will be thinking about you more frequently.
Tip 3:
Develop a magnetic personality-based business.
On far too many occasions, I come across people who
are running a business for a few hours a day but who
want to be more professional and ‘business-like’ their
large corporate competitors.
Big mistake!
Expensive mistake!
Firstly, it takes a ridiculous amount of money to build
an institutional brand.
Millions!
It is also much easier to build perceived-value with a personality-driven business because you as the
owner are more accessible and relatable than a coporate entity could ever be.
So, if you want to go about building a personality-driven business there are number of factors that you can
not afford to drop the ball on.
Firstly, you customer has to believe that the act of purchasing your products was more than just another
transaction.
You have to demonstrate that you genuinely care about them.
Let, me rephrase that statement..
Your customer has to believe that you genuinely care abut them.
I hope you do, because you can’t pull the wool over consumer’s eyes in this day and age. If you try to,
you’ll get found out and won’t be in business long.
Your customer needs to sub-consciously believe that their relationship with you is much stronger than it
actually is.
This is the fastest way to create raving evangelists and long-term customers!
Once again, there are a number of ways of developing a powerful bond with your customers but a really
effective technique that you can start to implement is to find out more about their personal lives by keeping
a file/record of information such as:
Their star sign/ birthday
Age
Their political views
Their level of education/background
Their preferred holiday destinations
Favourite restaurants
etc
You get the point.
Your goal here is to ask them these questions AND consistently communicate the fact that you know these
things about them.
When your interaction with your customer starts to delve into more personal conversations about their lives
and when your customer starts to reveal information about their family or personal life without being
prompted by you, you know that you are on the right track to creating die-hard and loyal customers.
Tip 4:
Be consistent and predictable.
Having something valuable that your customers can
look forward to at a predictable time, on a consistent
and frequent basis, helps to program their sub-
conscious minds to receive and accept information
from you.
As long as you are giving plenty of value, you will find
that consistency will also breed positive expectancy
which should ultimately lead to more sales in the long-
term.
This concept of consistency is one of the critical elements of building trust.
Tip 5:
Help your customers to get even better results by applying the principle of ascension.
As, I mentioned before, your customers love the word
‘NEW’.
Those businesses that keep customers for years and
years, are all excellent at applying the principle of
ascension to their business.
As far as your business is concerned, ascension is all
about having core products and then new higher-value
products that you can often to your customers at a
later date.
If you manage to define yourself as an expert within a
given area such as weight-loss to encourange the first
sale, as long as you maintain good customer service,
a percentage of your customers will openly accept
offers to higher value products at a later date.
Let’s say that a fictional character ‘Julie’ runs a skincare business from home with the following products:
Cleanser – £12
Body Buffer cream – £47
‘Gremlin to Victoria Secrets Model’ Transformation kit – £97
Here’s what’s likely to happen, if she provides great customer service:
10% of the Cleanser users will upgrade to the Body Buffer kit.
And..
10% of the Buffer cream users will upgrade to the Gremlin Transformation kit.
But here’s what’s even more interesting..
Julie will get the most attrition(people buying once and leaving), with the lowest-value product – the
cleanser.
And…
The customers who are happy users of the Gremlin Kit will be the ones most likely to be with her years
down the line.
This is the power of ascension!
Also..
The ascension principle can apply to other areas or problems that your customers might want to resolve,
which are not related to their initial problem.
If you are seen as a weight-loss expert and your customers love working with you, you would be amazed
at their willingness to accept your advice concerning other challenges that they have to resolve such as
resolving their skincare problems.
This is why a personality-based business is of paramount importance.
Tip 6:
Help your customers to get results fast!
The probability that your customers will stay with you
long-term will be directly proportional to the speed at
which they practically use your advice or your
products/services.
As, I mentioned before, life often gets in the way and if
your customers buy your products and services but
never use them, the probability of them re-ordering
your products or buying new ones later, is slim at best.
This goes back to your ability to demonstrate that you
care about them.
Never let there be any confusion in the mind of your customer when it comes to how to use your
products/services to solve their problems.
Remember, people are mainly motivated by:
Fear of loss
Movement towards some form of personal gain
So, you should always communicate with them to get them to take action by focusing on one of these
forms of motivation when encouraging them to take action.
Finito!
You now know some valuable tips that should help you to keep the customers that you currently have for
longer.
And…
By turning your one-time buyers into rabid foaming-at-the-mouth fans, you should find your customer-base
growing organically because they will probably start ‘spreading the word’ about your business which could
result in you getting more ‘word-of-mouth’ sales without having to spend more money on advertising.
How cool is that.
I hope you got some value from this post. If you did, please share with post on social media by clicking on
the buttons on the left-hand side of this page, leave me a comment and share your thoughts with me.
Till next time,
Jon
How To Create A Loyal Tribe of Repeat Customers

More Related Content

What's hot

Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat
FreshBusinessThinking
 
FSW 12-07-19
FSW 12-07-19FSW 12-07-19
FSW 12-07-19
ssipress
 
7 things business owners say they struggle with
7 things business owners say they struggle with7 things business owners say they struggle with
7 things business owners say they struggle with
THANHS BRANDING & MANAGEMENT COMPANY
 
Greatness lessons from_hollywood
Greatness lessons from_hollywoodGreatness lessons from_hollywood
Greatness lessons from_hollywood
Flora Runyenje
 
Interactive Customer Service - David Aaker, International Speaker, Aaker & As...
Interactive Customer Service - David Aaker, International Speaker, Aaker & As...Interactive Customer Service - David Aaker, International Speaker, Aaker & As...
Interactive Customer Service - David Aaker, International Speaker, Aaker & As...
Jeff Zahn
 
Content Marketing
Content MarketingContent Marketing
Content Marketing
Angela Villarejo
 
Committing to-content-a-modern-marketers-guide
Committing to-content-a-modern-marketers-guideCommitting to-content-a-modern-marketers-guide
Committing to-content-a-modern-marketers-guide
vijayarani T
 
Customer_Intelligence_IQ (1)
Customer_Intelligence_IQ (1)Customer_Intelligence_IQ (1)
Customer_Intelligence_IQ (1)
Jaquie Scammell
 
Growing Your Manufacturing Business with Modern Marketing and Sales
Growing Your Manufacturing Business with Modern Marketing and SalesGrowing Your Manufacturing Business with Modern Marketing and Sales
Growing Your Manufacturing Business with Modern Marketing and Sales
ARTILLERY LLC
 
Chief Marketing Officers at Work PAdams Ch 7
Chief Marketing Officers at Work PAdams Ch 7Chief Marketing Officers at Work PAdams Ch 7
Chief Marketing Officers at Work PAdams Ch 7
Patrick Adams
 
Copywriting fast start rebranded
Copywriting fast start rebrandedCopywriting fast start rebranded
Copywriting fast start rebranded
cynthiab49
 
The loyalty is a complex issue
The loyalty is a complex issueThe loyalty is a complex issue
The loyalty is a complex issue
fotosnipe
 
Branding Promoting 2011
Branding Promoting 2011Branding Promoting 2011
Branding Promoting 2011
Rick Gosser
 
Autumnskykingpresentation
AutumnskykingpresentationAutumnskykingpresentation
Autumnskykingpresentation
how you can profit wildly
 
buyer_s_journey_guide
buyer_s_journey_guidebuyer_s_journey_guide
buyer_s_journey_guide
Eric Murphy
 
Co-creating customer relationships by Wim Rampen
Co-creating customer relationships by Wim RampenCo-creating customer relationships by Wim Rampen
Co-creating customer relationships by Wim Rampen
Wim Rampen
 
 Permission marketing goding seth
 Permission marketing goding seth Permission marketing goding seth
 Permission marketing goding seth
evouchka
 
3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know
3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know
3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know
ARTILLERY LLC
 

What's hot (18)

Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat
 
FSW 12-07-19
FSW 12-07-19FSW 12-07-19
FSW 12-07-19
 
7 things business owners say they struggle with
7 things business owners say they struggle with7 things business owners say they struggle with
7 things business owners say they struggle with
 
Greatness lessons from_hollywood
Greatness lessons from_hollywoodGreatness lessons from_hollywood
Greatness lessons from_hollywood
 
Interactive Customer Service - David Aaker, International Speaker, Aaker & As...
Interactive Customer Service - David Aaker, International Speaker, Aaker & As...Interactive Customer Service - David Aaker, International Speaker, Aaker & As...
Interactive Customer Service - David Aaker, International Speaker, Aaker & As...
 
Content Marketing
Content MarketingContent Marketing
Content Marketing
 
Committing to-content-a-modern-marketers-guide
Committing to-content-a-modern-marketers-guideCommitting to-content-a-modern-marketers-guide
Committing to-content-a-modern-marketers-guide
 
Customer_Intelligence_IQ (1)
Customer_Intelligence_IQ (1)Customer_Intelligence_IQ (1)
Customer_Intelligence_IQ (1)
 
Growing Your Manufacturing Business with Modern Marketing and Sales
Growing Your Manufacturing Business with Modern Marketing and SalesGrowing Your Manufacturing Business with Modern Marketing and Sales
Growing Your Manufacturing Business with Modern Marketing and Sales
 
Chief Marketing Officers at Work PAdams Ch 7
Chief Marketing Officers at Work PAdams Ch 7Chief Marketing Officers at Work PAdams Ch 7
Chief Marketing Officers at Work PAdams Ch 7
 
Copywriting fast start rebranded
Copywriting fast start rebrandedCopywriting fast start rebranded
Copywriting fast start rebranded
 
The loyalty is a complex issue
The loyalty is a complex issueThe loyalty is a complex issue
The loyalty is a complex issue
 
Branding Promoting 2011
Branding Promoting 2011Branding Promoting 2011
Branding Promoting 2011
 
Autumnskykingpresentation
AutumnskykingpresentationAutumnskykingpresentation
Autumnskykingpresentation
 
buyer_s_journey_guide
buyer_s_journey_guidebuyer_s_journey_guide
buyer_s_journey_guide
 
Co-creating customer relationships by Wim Rampen
Co-creating customer relationships by Wim RampenCo-creating customer relationships by Wim Rampen
Co-creating customer relationships by Wim Rampen
 
 Permission marketing goding seth
 Permission marketing goding seth Permission marketing goding seth
 Permission marketing goding seth
 
3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know
3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know
3 Big Ideas from 250 Marketing & Sales Books Every Modern Marketer Needs To Know
 

Viewers also liked

1 chargé de mission en développement local pole emploi fiche metier rome
1 chargé de mission en développement local  pole emploi   fiche metier rome1 chargé de mission en développement local  pole emploi   fiche metier rome
1 chargé de mission en développement local pole emploi fiche metier rome
WKTL-Agency
 
Objetos cuyo nombre empiezan con la letra m-
Objetos cuyo nombre empiezan con la letra  m-Objetos cuyo nombre empiezan con la letra  m-
Objetos cuyo nombre empiezan con la letra m-
Llajary Peralta Medina
 
Finding Census Data Using American Factfinder
Finding Census Data Using American FactfinderFinding Census Data Using American Factfinder
Finding Census Data Using American Factfinder
Kathleen Fear
 
Business networking for Independent Directors
Business networking for Independent DirectorsBusiness networking for Independent Directors
Business networking for Independent Directors
Vandana M
 
TechTalentBC
TechTalentBCTechTalentBC
TechTalentBC
BC Tech Association
 
Catalago alcoa
Catalago alcoaCatalago alcoa
Catalago alcoa
Angelo Martins
 
perito medico legal
perito medico legalperito medico legal
perito medico legal
jaquelin Matta Torres
 
Build a great pitch deck for your startup.
Build a great pitch deck for your startup.  Build a great pitch deck for your startup.

Viewers also liked (8)

1 chargé de mission en développement local pole emploi fiche metier rome
1 chargé de mission en développement local  pole emploi   fiche metier rome1 chargé de mission en développement local  pole emploi   fiche metier rome
1 chargé de mission en développement local pole emploi fiche metier rome
 
Objetos cuyo nombre empiezan con la letra m-
Objetos cuyo nombre empiezan con la letra  m-Objetos cuyo nombre empiezan con la letra  m-
Objetos cuyo nombre empiezan con la letra m-
 
Finding Census Data Using American Factfinder
Finding Census Data Using American FactfinderFinding Census Data Using American Factfinder
Finding Census Data Using American Factfinder
 
Business networking for Independent Directors
Business networking for Independent DirectorsBusiness networking for Independent Directors
Business networking for Independent Directors
 
TechTalentBC
TechTalentBCTechTalentBC
TechTalentBC
 
Catalago alcoa
Catalago alcoaCatalago alcoa
Catalago alcoa
 
perito medico legal
perito medico legalperito medico legal
perito medico legal
 
Build a great pitch deck for your startup.
Build a great pitch deck for your startup.  Build a great pitch deck for your startup.
Build a great pitch deck for your startup.
 

Similar to How To Create A Loyal Tribe of Repeat Customers

Limitless lead generation_guide
Limitless lead generation_guideLimitless lead generation_guide
Limitless lead generation_guide
Flora Runyenje
 
Conversion masterclass
Conversion masterclassConversion masterclass
Conversion masterclass
Raghuraj Singh
 
5 Steps to Gaining More Referrals
5 Steps to Gaining More Referrals5 Steps to Gaining More Referrals
5 Steps to Gaining More Referrals
Colleen Francis
 
Creating Customer Evangelists
Creating Customer EvangelistsCreating Customer Evangelists
Creating Customer Evangelists
Betsy Allgood
 
Doing More With Less - Presentation
Doing More With Less - PresentationDoing More With Less - Presentation
Doing More With Less - Presentation
Julie Hyson
 
Customer Classification
Customer Classification Customer Classification
Customer Classification
Nishan Navaratne
 
Sales funnel creation
Sales funnel creationSales funnel creation
Sales funnel creation
hoopcf5
 
What are marketers challenges 2023.pdf
What are marketers challenges 2023.pdfWhat are marketers challenges 2023.pdf
What are marketers challenges 2023.pdf
Alex Morgen
 
Book yourself solid
Book yourself solidBook yourself solid
Book yourself solid
Chef Central
 
Cornelius crumity lead generation in the cards
Cornelius crumity  lead generation in the cardsCornelius crumity  lead generation in the cards
Cornelius crumity lead generation in the cards
CorneliusCrumity
 
Strategic customer-centric marketing e-book
Strategic customer-centric marketing e-bookStrategic customer-centric marketing e-book
Strategic customer-centric marketing e-book
MacInnis Marketing
 
5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads
Digital Impact Agency
 
Smart Marketing | Business Buddy
Smart Marketing  | Business BuddySmart Marketing  | Business Buddy
Smart Marketing | Business Buddy
Business Buddy
 
Business Breakthrough
Business BreakthroughBusiness Breakthrough
Business Breakthrough
Tony Porter
 
A to Z of Customer Experience
A to Z of Customer ExperienceA to Z of Customer Experience
A to Z of Customer Experience
Mark Conway
 
Module 4 your marketing strategy
Module 4 your marketing strategy Module 4 your marketing strategy
Module 4 your marketing strategy
caniceconsulting
 
How To Live Your Dream Lifestyle By Writing Powerful Marketing Copy
How To Live Your Dream Lifestyle By Writing Powerful Marketing CopyHow To Live Your Dream Lifestyle By Writing Powerful Marketing Copy
How To Live Your Dream Lifestyle By Writing Powerful Marketing Copy
Jon Brome
 
How to Add Value to Customer Relationships
How to Add Value to Customer RelationshipsHow to Add Value to Customer Relationships
How to Add Value to Customer Relationships
Justine Parsons
 
Rivosecchi andrea solid tips on lead generation that anyone can easily unders...
Rivosecchi andrea solid tips on lead generation that anyone can easily unders...Rivosecchi andrea solid tips on lead generation that anyone can easily unders...
Rivosecchi andrea solid tips on lead generation that anyone can easily unders...
RIVOSECCHIANDREA
 
Message construction
Message constructionMessage construction
Message construction
NEO NEWS NETWORK
 

Similar to How To Create A Loyal Tribe of Repeat Customers (20)

Limitless lead generation_guide
Limitless lead generation_guideLimitless lead generation_guide
Limitless lead generation_guide
 
Conversion masterclass
Conversion masterclassConversion masterclass
Conversion masterclass
 
5 Steps to Gaining More Referrals
5 Steps to Gaining More Referrals5 Steps to Gaining More Referrals
5 Steps to Gaining More Referrals
 
Creating Customer Evangelists
Creating Customer EvangelistsCreating Customer Evangelists
Creating Customer Evangelists
 
Doing More With Less - Presentation
Doing More With Less - PresentationDoing More With Less - Presentation
Doing More With Less - Presentation
 
Customer Classification
Customer Classification Customer Classification
Customer Classification
 
Sales funnel creation
Sales funnel creationSales funnel creation
Sales funnel creation
 
What are marketers challenges 2023.pdf
What are marketers challenges 2023.pdfWhat are marketers challenges 2023.pdf
What are marketers challenges 2023.pdf
 
Book yourself solid
Book yourself solidBook yourself solid
Book yourself solid
 
Cornelius crumity lead generation in the cards
Cornelius crumity  lead generation in the cardsCornelius crumity  lead generation in the cards
Cornelius crumity lead generation in the cards
 
Strategic customer-centric marketing e-book
Strategic customer-centric marketing e-bookStrategic customer-centric marketing e-book
Strategic customer-centric marketing e-book
 
5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads
 
Smart Marketing | Business Buddy
Smart Marketing  | Business BuddySmart Marketing  | Business Buddy
Smart Marketing | Business Buddy
 
Business Breakthrough
Business BreakthroughBusiness Breakthrough
Business Breakthrough
 
A to Z of Customer Experience
A to Z of Customer ExperienceA to Z of Customer Experience
A to Z of Customer Experience
 
Module 4 your marketing strategy
Module 4 your marketing strategy Module 4 your marketing strategy
Module 4 your marketing strategy
 
How To Live Your Dream Lifestyle By Writing Powerful Marketing Copy
How To Live Your Dream Lifestyle By Writing Powerful Marketing CopyHow To Live Your Dream Lifestyle By Writing Powerful Marketing Copy
How To Live Your Dream Lifestyle By Writing Powerful Marketing Copy
 
How to Add Value to Customer Relationships
How to Add Value to Customer RelationshipsHow to Add Value to Customer Relationships
How to Add Value to Customer Relationships
 
Rivosecchi andrea solid tips on lead generation that anyone can easily unders...
Rivosecchi andrea solid tips on lead generation that anyone can easily unders...Rivosecchi andrea solid tips on lead generation that anyone can easily unders...
Rivosecchi andrea solid tips on lead generation that anyone can easily unders...
 
Message construction
Message constructionMessage construction
Message construction
 

Recently uploaded

Monash degree offer diploma Transcript
Monash degree offer diploma TranscriptMonash degree offer diploma Transcript
Monash degree offer diploma Transcript
peyvkav
 
E3 ACP Shade Catalogues - Comprehensive Range of Colors and Finishes
E3 ACP Shade Catalogues - Comprehensive Range of Colors and FinishesE3 ACP Shade Catalogues - Comprehensive Range of Colors and Finishes
E3 ACP Shade Catalogues - Comprehensive Range of Colors and Finishes
E3 Group ACP
 
Kutility Digital marketing Agency service PPT
Kutility Digital marketing  Agency service PPTKutility Digital marketing  Agency service PPT
Kutility Digital marketing Agency service PPT
abhil40256
 
Cut Through the Noise to Drive More Conversions
Cut Through the Noise to Drive More ConversionsCut Through the Noise to Drive More Conversions
Cut Through the Noise to Drive More Conversions
VWO
 
Poster Design Presentation Grip July 2024.pptx
Poster Design Presentation Grip July 2024.pptxPoster Design Presentation Grip July 2024.pptx
Poster Design Presentation Grip July 2024.pptx
The Sparks Foundation
 
3_Stories_AEC_Marketers_Must_Master_Amplify.pdf
3_Stories_AEC_Marketers_Must_Master_Amplify.pdf3_Stories_AEC_Marketers_Must_Master_Amplify.pdf
3_Stories_AEC_Marketers_Must_Master_Amplify.pdf
David Lecours
 
Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...
Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...
Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...
shanihomely
 
2024 July - Hubspot's Content Hub and the Implications for B2B Marketers - G...
2024 July - Hubspot's Content Hub and the Implications for B2B Marketers  - G...2024 July - Hubspot's Content Hub and the Implications for B2B Marketers  - G...
2024 July - Hubspot's Content Hub and the Implications for B2B Marketers - G...
mjenkins13
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Nedko Nedkov
 
Ormax Media - Streaming Originals Mid-Year Report.pdf
Ormax Media - Streaming Originals Mid-Year Report.pdfOrmax Media - Streaming Originals Mid-Year Report.pdf
Ormax Media - Streaming Originals Mid-Year Report.pdf
Social Samosa
 
State of Marketing & Data and trends with strategies + best practices for mar...
State of Marketing & Data and trends with strategies + best practices for mar...State of Marketing & Data and trends with strategies + best practices for mar...
State of Marketing & Data and trends with strategies + best practices for mar...
JaimeMelendez25
 
How to Build AI Chatbots in Minutes and Deploy Across Multi-Channels
How to Build AI Chatbots in Minutes and Deploy Across Multi-ChannelsHow to Build AI Chatbots in Minutes and Deploy Across Multi-Channels
How to Build AI Chatbots in Minutes and Deploy Across Multi-Channels
Vbout.com
 
Research to Results: A Behavioral Economist's Guide to CRO
Research to Results: A Behavioral Economist's Guide to CROResearch to Results: A Behavioral Economist's Guide to CRO
Research to Results: A Behavioral Economist's Guide to CRO
VWO
 
10 Event Management Fun Facts You Should Know
10 Event Management Fun Facts You Should Know10 Event Management Fun Facts You Should Know
10 Event Management Fun Facts You Should Know
Orly Ballesteros
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Nedko Nedkov
 
Do's and Don'ts: How to Pitch Your Press Release to Journalists
Do's and Don'ts: How to Pitch Your Press Release to JournalistsDo's and Don'ts: How to Pitch Your Press Release to Journalists
Do's and Don'ts: How to Pitch Your Press Release to Journalists
Aggregage
 
Advantages of digital marketing course telugu
Advantages of digital marketing course teluguAdvantages of digital marketing course telugu
Advantages of digital marketing course telugu
satyasafi79812
 
Beyond Cookies Preparing for a Privacy-First Future - Steve Krull
Beyond Cookies Preparing for a Privacy-First Future - Steve KrullBeyond Cookies Preparing for a Privacy-First Future - Steve Krull
Beyond Cookies Preparing for a Privacy-First Future - Steve Krull
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
Presentation on CRM - Zoho & Salesforce.pptx
Presentation on CRM - Zoho & Salesforce.pptxPresentation on CRM - Zoho & Salesforce.pptx
Presentation on CRM - Zoho & Salesforce.pptx
utkarshkhera98
 

Recently uploaded (20)

Monash degree offer diploma Transcript
Monash degree offer diploma TranscriptMonash degree offer diploma Transcript
Monash degree offer diploma Transcript
 
E3 ACP Shade Catalogues - Comprehensive Range of Colors and Finishes
E3 ACP Shade Catalogues - Comprehensive Range of Colors and FinishesE3 ACP Shade Catalogues - Comprehensive Range of Colors and Finishes
E3 ACP Shade Catalogues - Comprehensive Range of Colors and Finishes
 
Kutility Digital marketing Agency service PPT
Kutility Digital marketing  Agency service PPTKutility Digital marketing  Agency service PPT
Kutility Digital marketing Agency service PPT
 
Cut Through the Noise to Drive More Conversions
Cut Through the Noise to Drive More ConversionsCut Through the Noise to Drive More Conversions
Cut Through the Noise to Drive More Conversions
 
Poster Design Presentation Grip July 2024.pptx
Poster Design Presentation Grip July 2024.pptxPoster Design Presentation Grip July 2024.pptx
Poster Design Presentation Grip July 2024.pptx
 
3_Stories_AEC_Marketers_Must_Master_Amplify.pdf
3_Stories_AEC_Marketers_Must_Master_Amplify.pdf3_Stories_AEC_Marketers_Must_Master_Amplify.pdf
3_Stories_AEC_Marketers_Must_Master_Amplify.pdf
 
Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...
Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...
Celebrity Girls Call Mumbai 🎈🔥9930687706 🔥💋🎈 Provide Best And Top Girl Servic...
 
2024 July - Hubspot's Content Hub and the Implications for B2B Marketers - G...
2024 July - Hubspot's Content Hub and the Implications for B2B Marketers  - G...2024 July - Hubspot's Content Hub and the Implications for B2B Marketers  - G...
2024 July - Hubspot's Content Hub and the Implications for B2B Marketers - G...
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
 
Ormax Media - Streaming Originals Mid-Year Report.pdf
Ormax Media - Streaming Originals Mid-Year Report.pdfOrmax Media - Streaming Originals Mid-Year Report.pdf
Ormax Media - Streaming Originals Mid-Year Report.pdf
 
State of Marketing & Data and trends with strategies + best practices for mar...
State of Marketing & Data and trends with strategies + best practices for mar...State of Marketing & Data and trends with strategies + best practices for mar...
State of Marketing & Data and trends with strategies + best practices for mar...
 
How to Build AI Chatbots in Minutes and Deploy Across Multi-Channels
How to Build AI Chatbots in Minutes and Deploy Across Multi-ChannelsHow to Build AI Chatbots in Minutes and Deploy Across Multi-Channels
How to Build AI Chatbots in Minutes and Deploy Across Multi-Channels
 
Research to Results: A Behavioral Economist's Guide to CRO
Research to Results: A Behavioral Economist's Guide to CROResearch to Results: A Behavioral Economist's Guide to CRO
Research to Results: A Behavioral Economist's Guide to CRO
 
10 Event Management Fun Facts You Should Know
10 Event Management Fun Facts You Should Know10 Event Management Fun Facts You Should Know
10 Event Management Fun Facts You Should Know
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck (Invest....
 
Do's and Don'ts: How to Pitch Your Press Release to Journalists
Do's and Don'ts: How to Pitch Your Press Release to JournalistsDo's and Don'ts: How to Pitch Your Press Release to Journalists
Do's and Don'ts: How to Pitch Your Press Release to Journalists
 
Advantages of digital marketing course telugu
Advantages of digital marketing course teluguAdvantages of digital marketing course telugu
Advantages of digital marketing course telugu
 
Beyond Cookies Preparing for a Privacy-First Future - Steve Krull
Beyond Cookies Preparing for a Privacy-First Future - Steve KrullBeyond Cookies Preparing for a Privacy-First Future - Steve Krull
Beyond Cookies Preparing for a Privacy-First Future - Steve Krull
 
Power of Brand Narrative in the Age of AI - Natalie Black
Power of Brand Narrative in the Age of AI - Natalie BlackPower of Brand Narrative in the Age of AI - Natalie Black
Power of Brand Narrative in the Age of AI - Natalie Black
 
Presentation on CRM - Zoho & Salesforce.pptx
Presentation on CRM - Zoho & Salesforce.pptxPresentation on CRM - Zoho & Salesforce.pptx
Presentation on CRM - Zoho & Salesforce.pptx
 

How To Create A Loyal Tribe of Repeat Customers

  • 1. How To Create A Loyal Tribe Of Repeat Customers piedpiperpersuasion.com/how-to-create-a-loyal-tribe-of-repeat-customers by Jon Everyday my inbox is flooded with emails from marketing ‘gurus’ offering to teach me how to get more leads. Leads, leads, leads! Yes, building a list of potential customers is an important activity for any business. However, increasing sales by acquiring new customers is more expensive than encouraging your existing customer base to buy from you more frequently. This is why I believe an important goal for your business should be to… Build a loyal tribe of customers, who come back over-and-over again! This is the key to developing a long-term and sustainable income. So, as you read this post… Here’s What You’re About To Discover: What you need to know about organised religion to keep your customers around for years Why the word NEW can mean the difference between a one-off sale and a life-time foaming-at-the- mouth evangelist Why offending people could be the fastest way to build a loyal tribe The 3 main mistakes that most home-businesses make when focusing on single products to sell …and many other tips to create a culture of customer loyalty Let’s get started… Everyday that either you, your message or your business is not in front of your customer, your business is losing perceived value in the mind of your customer. Remember that on a daily basis your customer is being bombarded with 1000s of marketing messages. They’re being distracted with weird and wonderful notifications on their smart phones. They’re having to deal with work and family related stress. Life just often just gets in the way.
  • 2. So… One of your many goals as a small home business owner should be to find a way to… Be heard over and above the noise! Marketing legends such as Dan Kennedy, often refer to this as occupying ‘front of mind’ awareness. Is there really any point of breaking your neck to get new customers, if all you ever get is a one off sale? Of course not. Most home business owners that I come across to neglect to provide good… Customer Service! Think of it this way, if you are only sending your customers an email, or a printed letter once a month, this basically means that you have 28-29 days off perceived value-loss before you will get the opportunity to boost your business’s perceived value back up to where it needs to be to encourage more sales. So, a great question to ask yourself is… “What have I done to encourage my customers to think about my business this week?” Your ability to communicate value is of paramount importance when trying to build a loyal customer- fanbase. Organisations that best understand this principle, tend to be religious institutions… Why do you think a local church, synagog or temple ask people to turn up every week? To keep a particular philosophy ingrained in the minds of their followers. Now that I’ve discussed the importance of frequent communication, you should also remember that… Not all customers are created equal! Here’s what I mean… Everyone of your customers likes to absorb information differently. Some, will be more receptive to blog posts. Others would to prefer to communicate with you using emails. Some love listening to audio etc. So, creating a monthly marketing calendar, is a sensible way to keeping on top of all of your marketing activities. It really does makes sense to communicate with your customers throughout the month using as many
  • 3. different forms of communication as possible. Remember, what you are trying to do here is to turn your existing customers into a loyal tribe of repeat- buyers. Now… This will not happen if you simply increase the number of sales messages that you are sending to your customers. Frequency of communication is important but it can also kill your business if you’re simple begging them on a daily basis to… Buy your stuff! So.. One technique that you could use to create more value on a daily/weekly basis is to give your customers as much valuable free information as possible before you sell them anything else. A great ratio to aim for is to give free practical/usable information 75% of the time, and then present your sales messages for existing/new products 25% the time. Utilising public holidays as an excuse for value building communication such as, Christmas, Easter, Halloween, Mothers/Fathers day, St Patricks Day is also a great way to increase goodwill whilst maintaining this ‘front of mind’ concept. So, here are a few tips that should help you to turn one-off purchasers into a loyal tribe of customers. Tip 1: Focus on strengthening your customer’s pride of attachment with your business. Ask yourself this question… Is there anything about your business that would make someone proud to be affiliated with you? Answering this question during the prospecting stage, will dramatically improve the likelihood of your customers being long-term evangelists of your business. This is the key to building a cult like following. Yes, I said cult. Get over it So, what do I mean by this… Well, let’s take a closer look at sports fans.
  • 4. I’m not really that passionate about sports but if you’re anything like me, you’ll probably have a number of friends or family members who are ridiculously passionate about sport. In my case it’s football(soccer – for my US readers). Some of my friends spend an obscene amount of money on a monthly basis, buying clothing and merchandise that represents their clubs. On weekends, they often walk the streets of London with pride, showing everyone that they are a members of the “Chelsea” or “Arsenal” club. Here’s the reality when it comes to human beings, the need to belong is one of the emotional drivers that every human being possesses according to psychologists such as Maslow. Sports aside, this trait can be seen by people who purchase Apple products too. These fans seem borderline-fanatical because Apple have created a die-hard tribe, who’s logo makes a statement to the world that says… I’m one of the cool new & innovative members of society! So… Let’s look at why are people so obsessed with the concept of something being ‘New’? It goes back to our childhoods. The brain’s limbic system keeps a record of past traumas and emotionally positive events to help us to judge what the potential outcome of new experiences might be like. Every time we received a present on our birthday or at Christmas, and we opened our present and received a positive emotional experience, our limbic system stored this information year-in and year-out, and this accumulation of positive experiences often send a signal to our brains that ‘new’ things are likely to make us happy. Side note: The act of opening a wrapped present involves two emotional buying triggers that can be useful influencing techniques that you should start applying to your marketing… Mystique & Positive Expectation! I’ll discuss the practical application of these triggers in another post. Apologies I digress. So… Your goal is to create a sense of pride of affiliation in the hearts of your customers.
  • 5. There are a number of ways of going about achieving this but an effective way of doing this is to repeatedly and frequently communicate your story, your mission and your vision, at every opportunity, to your customers. If you haven’t done so already, define you story. Why are you in the business that you are in? Why do you sell the specific products that you sell? Here’s the reality… If you are just another ‘me-too’ business, then you shouldn’t be surprised if after using your products/services for a couple of months, your customers run off to one of your competitors who offer a similar product at a reduced price. But… When you have a powerful story, which your customers can emotionally connect to, you could probably afford to raise your prices and you’ll still keep your customers because their association with your business gives them a sense of pride. Powerful tip: Try to find a way that your customers can feel like they are characters in your story and playing an active role in helping you to fulfil your mission. A shared sense of purpose is what this is all about. Quick question… Have you ever been around a group of people who have recently given up meat to dedicate their life to veganism, or given up smoking? I’ve known a few of these people in my time and if there’s one common thing that unites them all it seems to be… Evangelism! There are always exceptions to the rule but, the majority of people who I have encountered that have gone through a significant lifestyle change want to help as many people as possible to ‘see the light’ too. This is what you want your customers to be like and this is why you need to have a story/mission with a powerful emotional connection that can attract me-too types. You might be worried that by defining such a powerful mission,vision or story, you could potentially exclude a large section of your marketplace from becoming customers. You’re right and… That’s exactly what you want to do! If you’re not offending or repelling some people within your marketplace you might be doing something
  • 6. wrong. It is always a good idea to focus your energies on making it crystal-clear on who you are and what you stand for and more importantly, what you don’t stand for and the types of people you don’t want as customers. Attracting the wrong types of customer WILL most probably result in headache for you later down the line. Tip 2: Start connecting your customers together, regularly. Going back to the sports example earlier, when my friends go to a sports bar and meet other people that support the same team, they can’t help but talk(ad infinitum) about their club’s mission, the successes/failures and how the club/team should be improved to get better results. It is this meeting of minds that helps to keep their passion for their club alive. Here’s another thing that what I’ve noticed, when I look at my friends/social circle. Those fans who regularly spend time in environments where there are other similar fans, tend to be the ones who are most likely to take action. When I say take action, I am talking about: buying more merchandise, travelling around the country to watch their team, and getting involved in corporate activities etc. My gut feeling tells me that, being around others who have a similar mindset also stimulates emotional buying triggers such as… Exclusivity and Significance! People like to feel that they belong to a exclusive group! So, ask yourself this question.. Do I have some way of recognising customers in my business in a way that stimulates exclusivity and a sense of belonging? Merchandising might be an effective way of you achieving this. Imagine what would happen to your business, if your customers woke up in the morning and had a cup of coffee using one of your ‘Top 10 Customers” exclusive coffee mugs.
  • 7. Or… Imagine what would happen to your customer subconsciously if they used a calendar that they were awarded by you as a ‘special customer’ with your logo and USP written on it, to record the date of their sister’s wedding. This is a powerful concept. Dont ignore it! Achieving this level of ‘front-of-mind’ awareness is one of the best ways of preventing your competitors from coming in and stealing your lunch because your customer will be thinking about you more frequently. Tip 3: Develop a magnetic personality-based business. On far too many occasions, I come across people who are running a business for a few hours a day but who want to be more professional and ‘business-like’ their large corporate competitors. Big mistake! Expensive mistake! Firstly, it takes a ridiculous amount of money to build an institutional brand. Millions! It is also much easier to build perceived-value with a personality-driven business because you as the owner are more accessible and relatable than a coporate entity could ever be. So, if you want to go about building a personality-driven business there are number of factors that you can not afford to drop the ball on. Firstly, you customer has to believe that the act of purchasing your products was more than just another transaction. You have to demonstrate that you genuinely care about them. Let, me rephrase that statement.. Your customer has to believe that you genuinely care abut them. I hope you do, because you can’t pull the wool over consumer’s eyes in this day and age. If you try to, you’ll get found out and won’t be in business long. Your customer needs to sub-consciously believe that their relationship with you is much stronger than it actually is. This is the fastest way to create raving evangelists and long-term customers!
  • 8. Once again, there are a number of ways of developing a powerful bond with your customers but a really effective technique that you can start to implement is to find out more about their personal lives by keeping a file/record of information such as: Their star sign/ birthday Age Their political views Their level of education/background Their preferred holiday destinations Favourite restaurants etc You get the point. Your goal here is to ask them these questions AND consistently communicate the fact that you know these things about them. When your interaction with your customer starts to delve into more personal conversations about their lives and when your customer starts to reveal information about their family or personal life without being prompted by you, you know that you are on the right track to creating die-hard and loyal customers. Tip 4: Be consistent and predictable. Having something valuable that your customers can look forward to at a predictable time, on a consistent and frequent basis, helps to program their sub- conscious minds to receive and accept information from you. As long as you are giving plenty of value, you will find that consistency will also breed positive expectancy which should ultimately lead to more sales in the long- term. This concept of consistency is one of the critical elements of building trust. Tip 5: Help your customers to get even better results by applying the principle of ascension.
  • 9. As, I mentioned before, your customers love the word ‘NEW’. Those businesses that keep customers for years and years, are all excellent at applying the principle of ascension to their business. As far as your business is concerned, ascension is all about having core products and then new higher-value products that you can often to your customers at a later date. If you manage to define yourself as an expert within a given area such as weight-loss to encourange the first sale, as long as you maintain good customer service, a percentage of your customers will openly accept offers to higher value products at a later date. Let’s say that a fictional character ‘Julie’ runs a skincare business from home with the following products: Cleanser – £12 Body Buffer cream – £47 ‘Gremlin to Victoria Secrets Model’ Transformation kit – £97 Here’s what’s likely to happen, if she provides great customer service: 10% of the Cleanser users will upgrade to the Body Buffer kit. And.. 10% of the Buffer cream users will upgrade to the Gremlin Transformation kit. But here’s what’s even more interesting.. Julie will get the most attrition(people buying once and leaving), with the lowest-value product – the cleanser. And… The customers who are happy users of the Gremlin Kit will be the ones most likely to be with her years down the line. This is the power of ascension! Also.. The ascension principle can apply to other areas or problems that your customers might want to resolve, which are not related to their initial problem. If you are seen as a weight-loss expert and your customers love working with you, you would be amazed at their willingness to accept your advice concerning other challenges that they have to resolve such as resolving their skincare problems. This is why a personality-based business is of paramount importance.
  • 10. Tip 6: Help your customers to get results fast! The probability that your customers will stay with you long-term will be directly proportional to the speed at which they practically use your advice or your products/services. As, I mentioned before, life often gets in the way and if your customers buy your products and services but never use them, the probability of them re-ordering your products or buying new ones later, is slim at best. This goes back to your ability to demonstrate that you care about them. Never let there be any confusion in the mind of your customer when it comes to how to use your products/services to solve their problems. Remember, people are mainly motivated by: Fear of loss Movement towards some form of personal gain So, you should always communicate with them to get them to take action by focusing on one of these forms of motivation when encouraging them to take action. Finito! You now know some valuable tips that should help you to keep the customers that you currently have for longer. And… By turning your one-time buyers into rabid foaming-at-the-mouth fans, you should find your customer-base growing organically because they will probably start ‘spreading the word’ about your business which could result in you getting more ‘word-of-mouth’ sales without having to spend more money on advertising. How cool is that. I hope you got some value from this post. If you did, please share with post on social media by clicking on the buttons on the left-hand side of this page, leave me a comment and share your thoughts with me. Till next time, Jon