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Same Clients – More Sales

by Garland Coulson

Most Internet marketing is focused on bringing new customers to buy your products and services. But you might be missing a great opportunity. Your existing customers may be your best source for increased sales!

Here’s why:

• It has been shown that new prospects have to become aware of you, on average, 6-8 times before they buy – a long and expensive process.

• It has been shown that it costs up to 5 times as much to attract a new customer as it does to keep an existing customer.

• Your existing customers already have a relationship with you, know you can deliver, and have already paid you before.

An Internet marketing program aimed at building more sales from your existing customer base can have immediate impact at a lower cost than your other marketing programs.

So how do you get more sales from your existing customers?

Step 1 - Are there more of your products and services you can offer your clients?

If so, make sure your customers know you carry the other products and services.

For example, If you are a gardening shop and a customer buys plants, you can set up an Internet marketing program such as an e-newsletter or e-mail marketing program to make them aware you also offer fertilizer, gardening tools, and seminars.

Step 2 - Are there new, related products and services you can offer them?

If you only have one product suitable for this customer, you can look at adding new products by:

• Creating new products.

• Increasing your product line.

• Forming strategic partnerships with other firms that offer related products.

• Adding products by joining affiliate programs.

The easiest and quickest way to add quality products to your web site is by joining affiliate programs. When you join an affiliate program you can add products to your site by way of pictures, banner ads, buttons, text links or by doing product reviews. When visitors click on a link, they are taken to the offering company. The offering company handles the actual transaction, customer service and shipping and pays you a referral commission. Commissions range from 4% to 50% depending on which programs you join.

For example, a health coach can also offer health-related books, nutritional supplements, software programs, workbooks, checklists, CDs and videos to their existing customers through their web site and e-newsletter.

We maintain a list of affiliate directories and affiliate marketing tools on our web site that you can use to find 1,000’s of affiliate programs and learn more about this type of marketing.

Once again, you need an Internet marketing program such as an e-newsletter or e-mail marketing program to keep in touch with your customers to let them know about the new, expanded ways you can help them.

Building stronger relationships and increased sales from your existing customers is just as important as attracting new customers, so make sure your Internet marketing program reflects this.

Your customers ARE going to buy these other products and services elsewhere, so why not from a source they can trust? –

Garland Coulson, “The E-Business Tutor” is an acclaimed speaker, author and coach in the field of Internet marketing for small business and home business. For more information, visit The E-Business Tutor web site at www.ebusinesstutor.com or call toll-free in North America at 1-866-413-0951.