Are you placing too much focus on your NEXT customer?

Any small business needs new customers to keep growing. The problem is most small business's put so much money in getting new customer's they forget about their existing clients. So here are some good ways to keep a small business growing using your existing customer base and minimize the cost.

First thing is to gather a database. Collect your clients info in a responsible, safe and non-violating manner. Always keep the security of this info on high alert!

Now try a customer loyalty club. This club will receive updates via email with any specials you may be running for existing customers. For example an automotive shop might announce a free inspection and tire rotation to existing customers. Or give the customer an small discount when it's time to get the oil change. I'll be writing more on this idea in the coming weeks. 

Another major way to grow sales through your existing client base is...referrals. This is certainly no new concept.  Here is one easy and simple way to start today. Go to an existing customer and help them. I mean show them how to take full advantage of your services. Find an existing customer with a need for better or more efficient use of your services. You probably have more than enough. After you have showed them the value you provide simply say, "Can I have the names of your favorite suppliers so I may help them like I have helped you?" It seems to work every time, but remember we are looking to help before  we recieve no matter the outcome.*

And lastly a monthly enewsletter. Your up to date on your industry, right? So draw up a monthly newsletter explaining any changes in your field of business. At the bottom include promotional items and coupons. This reminds customers your in business and you send out via email so that means no postage.

We will began looking at a tool we use to help us manage these three activities called CRM...

*More on Referrals try Bob Burg's Endless Referrals or his Go-Giver's.