Are your services still relevant for your customers?
When was the last time you looked at and made changes to the services you provide?
Too often in small business marketing we can get caught up in just the communication side of marketing and forget that marketing is made up of a lot of pieces.
If you add, mix or change the pieces of your service offerings you may just find that you are not only gaining more sales but in fact strengthening your customer relationships.
Here are 4 ways to increase business with your current customers:
Breakdown your Services
Based on the customers’ needs and problems, provide a menu of services that a customer can choose from with relevant pricing. Ensure you make it simple and not like a catalogue and base your menu on the benefits not the features of the services. For some inspiration, look at the way your favourite restaurants presents its menus to tempt your taste buds.
Change your Distribution Channels
Most services are delivered face to face. However with the increasing use of technology look at how you could deliver some of your services via the internet, phone, email, online meetings etc. Business coaches do this by providing there coaching services over the phone, whereas years ago it was always face to face.
Mix your Services
If you have been in business for a while then you will know which services are the most popular and the ones that are not. By being a little creative you can combine the services that can extend the business you do with your customers instead of just doing one project at a time. For example if you offer a consulting services plus a review of their business, why not include a review or check up after the implementation.
Add New Services
Map out your customers business and their problems and needs and see if what you are offering now covers those needs. If you are not, you could partner up with other service providers or add their service to your offerings. For example, if your customer wants to have an online presence, then they need a website, hosting, analytics, SEO etc. If you specialise in web design, then you could partner with hosting companies or you could provide the service of researching and providing recommendations for each customer.
Customer’s needs and problems change so it is always a good idea to be alert to any changes or trends and be proactive in what you are offering so you can strengthen your customer relationships. This also helps to keep your business a jump ahead of competitors trying to take your customers from you.
Have you made any changes to your services lately that have increased sales?
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