Competition is so fierce online. Your competitors might already have 20,000 facebook likes and have been using their website and other online sales techniques for a very long time. How can you compete?
Here are two undeniable facts about the internet:
Fact #1: The internet is a very crowded place and there are lots of companies competing for attention. But while competition is huge, the market is even bigger.
Fact #2: The vast majority of your online competitors are doing an incredibly poor job. They are shoving heaps of money at it, with no target, plan or strategy. Worst of all, they don’t test or analyze their results, so they really have no idea what’s working and what’s not. I can assure you that out of their whole online marketing effort, no more than 10% is producing results.
2. The quality of your customer life cycle is directly
proportional to your bottom line.
All 7 stages of a customer life cycle will
determine if you:
A) Get a new client,
B) If a new client remains your client and if
C) An Existing clients refers you to other customers
3. In this slideshare we will look at:
A) Generating interest in your brand/product
B) Captivating interested leads
C) Building trust in your product/service
D) Converting leads into customers
E) Deliver & Impress
F) Up sell & Cross Sell
G) Get a Testimonial & referral
Let's get started!
4. Generating Interest in your Product
• A customer life cycle starts much earlier than the
day he sets out to buy your product/service. It
starts when a customer is identified as being
potentially your customer, when s/he meets the
qualifications of your target audience - define
your target audience here.
• The life cycle starts when you identify the needs
and wants of a potential customer and spark that
desire in your product. Generating interest is
therefore the first fundamental step and should
be taken seriously.
5. Actions to take to generate more
interest:
• Start a blog
• Start a Pay per click campaign
• Use Search Engine Optimization
• Attend networking Events
• Use Social Media Platforms
• Use offline marketing - such as flyers or radio
adverts!
6. Captivate Leads
• Once you got your target audience's attention,
make sure that you capture names, email
addresses, likes or subscriptions. Customers
do not usually buy within first contact –
• Read more in: Are you losing 92% of potential
business? Only 8% of customers buy on initial
contact.
• Capture leads with whom you can follow up
with the steps coming up.
7. Actions to captivate leads:
• Create offers
• Give free trials
• Put an opt-in form on your website
• Offer free subscription to your blog
• Put downloadable content on your website.
• Optimize/create your landing pages. If you are
not familiar with landing pages ask a
professional to guide you with this exercise.
8. Build Trust & Follow Up
• People work with other people they like and
trust. Unless they trust you, potential clients,
will not work with you. So take the time to
build trust. It may sound intimidating, but it
really is very straightforward.
• Keep these simple things in mind - be
yourself, be transparent and acknowledge
mistakes, don't make fake promises instead
make promises and keep them.
9. Actions to build trust & follow up
• Make a list of FAQ's and answer each one
• Create a blog to share these answers
• Send email shots weekly to keep contact
10. Convert into Customers
• Make sure that both you and your customer
know what you are expecting of each other so
that none of you get to face the bitter end.
• This can run smoother if you have a set model
to follow through each time - to make sure
that nothing was missed.
11. Actions to convert leads into
customers:
• Set a Shopping cart on Your website to secure
the sale.
• Write down your terms & conditions
• Explain T & C to your customer and get them
signed
12. Deliver & Impress
• Impressing your customer will not only get you a
happy customer but automatic referrals and
testimonials.
• So, make sure that once the sale is done you
don't slack and give a poor delivery.
• Some problems might occur after the sale, but
you need to make sure that you stay vigilant and
focus on getting the job done well. If problems
occur, be transparent and explain the issue to
your customer.
13. Actions to deliver & Impress:
• Set internal checkups to make sure everyone
is doing their part to the best standards
• Keep in touch with your customers
throughout the progress and keep them up to
date.
14. Cross Sell & Up Sell
• Whilst at it, you can easily up sell and cross
sell related products. This is especially easy if
your selling process is online.
• By offering a selection of items closely related
to the item of interest you can increase
customer satisfaction and higher revenue.
• If your product has a renewal date or expires
send renewal well ahead of time to get an
opportunity to maintain that customer.
15. Actions to Cross Sell & Up sell
• Following the target audience sheet group your
items to cross sell
• Set up an action plan for cross-selling
• Use cross selling on your website
• Track sales and items bought together
• Install Google analytics on your website to
monitor which items your clients view in the
same visit
• Monitor & improve this process
16. Get a Testimonial
• Up till today, many businesses relied on word of
mouth for new customers. Today this changed
only in the sense that it is now done online (other
than offline) which means it is much faster and a
good comment can mean a load more customers
because it is reaching a much wider audience.
• Displaying testimonials on your website, social
media pages and profiles is a great way to build
trust.
17. Actions to Get Testimonials
• After each custom, send a questionnaire to
learn where you can improve your service and
what is already great!
• If one strikes you to be particularly positive
ask the customer to write a review for you to
display on your online presence.