Turn Your Traffic Into Buyers For A Lifetime! Part II

Customers for life means “cash for life.”

Last post (Part I) we visited the Strategy of Consumption. I want to correct myself however. I presented Consumption as mathematically ‘adding’ it, but upon further thinking, I strongly believe that it’s really a multiplication factor! Now, let’s go with:

(Traffic + Conversion) x CONSUMPTION = Customers for Life

Regardless of the math, the goal is to sell more, more frequently to your customer base, and make MORE profit.

Great. How do you do it?

Let’s create your own personal Consumption Strategy, right now.

How to Turn Your Customers Into Consumers For Life 1) Motivate ‘Em – People are excited when they think about everything they intend to do or gain from their latest purchase – from you! It’s a priority to keep this excitement going to:

a) Use your customer’s own reasons as energy to initiate immediate consumption. Their is NO value or R.O.I. unless they until they ‘consume’ your service.

b) Prevent buyer’s remorse – when your customers changes their mind about their investment. Yuck!

c) Reduce return rates just because they don’t bother to even ‘open the box’. Basically, you must overcome any inertia or fear of using your product.

2) Train ‘Em - Just like you educated them as prospects about the benefits of buying your product, you now have to reinforce the advantages with specific directions.

a) Educate your customers on how to quickly and easily get started.

b) Present simple diagrams, as much as possible.

c) Use short, punchy directions.

d) Point out page numbers in your Users Manual to prevent the most common issues or problems. Where’s the Power Button?

Think about the last time you bought a computer or other tech device. You got a ‘FastStart’ card with the most basic directions you needed to use it RIGHT AWAY, usually in about 3 to 7 steps with diagrams. (As a man, I confess to never touching a manual but I do take a peek at that FastStart “cheat sheet”)

3) Hold ‘Em – (I wanted to say “Love ‘Em” but you sensitive macho types might not pay as much attention.) You don’t have to hug them but you do have to keep them close and stay in touch. You should reaffirm and replenish their trust in you with a continuous, non-stop communications program using frequency of contact.

4) Moment ‘Em - (Ok, ok weak punn) But you do have to ‘keep it going.’ It’s easier to keep customers’ love and enthusiasm rolling then the much, much harder route of having to recapture that first love feelign. You’re lucky to start it up again later, if never.

5) Protect Them -  When you have a formalized, Consumption Strategy, it helps reduce attrition, either through your own lack of follow up OR your competition’s procative marketing to your customer base.

When you take the first, smallest step toward Consumption , your customers thank you and your next sale starts almost immediately.  Think of turning your “Customer Base” into your “CONSUMER Base” today!
 

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2 comments to “ Turn Your Traffic Into Buyers For A Lifetime! Part II ”

1. # 1 Chanthirakumar has said:
   March 30th, 2009 at 4:34 pm

   great.it would be very usefull to me.

2. # 2 Daniel has said:
   July 12th, 2009 at 3:24 am

   Great read! Thank you Martin – I really enjoyed reading your article. Keep up great writing!