When working towards a travel incentive that requires a sales quota you know that every transaction gets you closer to your goal. The easiest way to get more sales is to re-sell to the customers you already have. Why? They already know what you are selling and they already know you. The question is how do you get past customers to buy from you again?
Wow them the first time. There is a saying in sales that customers don’t leave companies, they leave the management. In other words if you didn’t make the customer happy, but they still need or want what you are selling again in the future they will go elsewhere to get it. Wouldn’t it be awful if a co-worker gets the incentive trip but you don’t because your customer wasn’t happy with you and asked for a new sales rep?
Keep in touch after the first sale. Follow up and make sure they are happy with their purchase. Then, later follow up again to see if they need to re-order. Keeping in touch keeps you in their mind and makes them feel like you care about their happiness.
Offer a loyalty discount. Everybody loves getting something they want/need cheaper than the retail price so if your boss allows you to offer discounts reel your customers back in for a repeat purchase with something like a percentage off or free shipping for their next order.
Come up with a new sales tactic. If you are selling products that have a twenty year warranty you shouldn’t be trying to sell to that customer again. However, your strategy here could be that you convince them to buy one as a gift. Maybe they love their new item so much that they would enjoy getting one for a friend/relative.
What is your favorite way to get a customer to buy again? Leave a comment below and tell us about it!
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