When a business owner wants to grow the business, the main question is “how do we get more customers?”
I’ll look at that below but I should also point out that, if you want to grow, you stay focused on thine one theme.
In fact there are…
>>> Three Ways To Grow A Business (click to read another article).
How To Get More Customers
Let’s delve into this question a little deeper?
What Is A Customer?
Is a customer someone who has bought from you at some time from when your business began to now?
Or is a customer someone who has bought from you within the last three months?
I think the answer is:
Someone who has bought from you before and who you expect will buy from you again.
The Different Types Of Customers
Prospective customers are people or businesses who are in your target audience and could buy from you.
Leads are prospective customers who have made an enquiry. Some of these will become customers.
Customers are people or businesses who have bought from you before and who you expect to buy from you again.
Lost or lapsed customers are people or businesses who have bought from you before but have stopped buying from you.
You can see this is a series of links in the customer chain.
People move from one stage to the next.
If you want more customers, you need to get people to the third stage of buying from you and then keep them buying from you.
How To Get More Customers
There are only four ways to get more customers through normal business methods.
I’ve listed them below but before you rush to read them, stop and write down what you think the four ways are.
The four ways to create more customers:
- Get more leads from your target audience and convert them at your normal conversion rate – you need to read my lead generation articles.
- Get a higher proportion of leads to convert to paying customers – you need to read my lead conversion articles.
- Keep your customers buying for longer so they don’t become lapsed – you need to read my revenue regeneration articles.
- Reactivate your existing lost or lapsed customers.
Businesses also increase the number of customers through mergers and acquisitions but that’s not an issue I want to go into.
Be honest, did you get all four ways.
Or did you revert to lead generation methods like advertising, customer referrals, joint ventures and direct mail?
If you did, then you probably made the same mistake as 75% of other business owners but that’s often the slowest, most risky and most expensive way of increasing the number of customers you have buying from your business.
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