Aftermarket
Since it costs you about 1/4 as much to sell them additional products/services after you have made them a happy customer, then it behooves you to have either repeat of the same, or, new products/services to offer them. It's because you have developed credibility and permission access to them that you can do this. This is the so called "good will" that people pay for when buying a business. The better your good will (credibility) and access (e-mail or other forms), the more your company is worth to others.
This is where the control of profit volume takes place. This is "Profit Controlled Marketing!" The 1st sale isto hook em, the aftermarket sale is what you use to develop steady, predictable business income and profits. It should go without saying that killing them with service on the 1st sale is mandatory. (Don't let down on service!)
· If you are selling shoes, sell them shoe polish, shoe protectors or services and extra laces.
· If you are selling lunches, offer them dinners with a free drink or a take home dessert.
· If you are selling them gasoline, offer them additives for better performance, tune-ups for better mileage.
· If you are selling tires, sell them alignment for longer life and safer handling, or, brakes for safety.
This is one of the most lucrative and predictable ways of increasing your profits.
Daniel Wadleigh is a nationally published marketing consultant and has programs for start-up and existing businesses including effective web sites, e-mail/database, other non-internet ways to drive them to your website, and low cost ways to get more new customers.
Go to: http://www.more-new-customers.com to get free copy of "Marketing to Men vs. Women- the 8 different responses" and a Free copy of "Market Research- 7 Questions to Ask to Start-up and 7 to Ask to Improve Any Business."
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