Want to increase your sales from existing to new customers? Luckily, it’s not rocket science. It just requires you to be a little more human and stop auto-piloting through your day.
1. Have Some Fun
Even if your clients are businesses, it doesn’t mean that your marketing and sales have to be boring and overly corporate. Remember, you’re still dealing with humans, prone to procrastination and browsing through Facebook all day.
When reaching out to prospects, experiment and try using a casual and fun approach. Here’s an example of a template I’ve used before, which I’ve had success with.
I have a couple of ideas on how your company can [increase it’s revenue / save costs / generate more leads]. Would love to share them with you.
To make it easy, as I know you’re super busy, just reply to this email with:
A) 15 minutes you have free in your calendar next week (Don’t worry, I promise it won’t take any longer!)
B) The name of your favourite drink from Starbucks (I’ll buy one for you to say thanks for your time.)
The worst case scenario is you get a free drink.
Just click reply and let me know.
P.S. If you want a beer instead – that can also be arranged! 🙂
2. Create an Emotional Connection
Here’s a great example from Zappos. One of their customers was late in returning a pair of shoes once, due to a family member passing away. When Zappos heard about it, they paid for a courier to pick up the shoes and arrive at the customer’s door with a bouquet of flowers and a handwritten note with their condolences.
Remember, customers build brand loyalty once they are emotionally attached. A study in the U.S. shows that when a startup optimises for an emotional connection, they outperform competitors in terms of sales growth by 85%.
3. Personally Thank Your Clients
As a startup founder, you should always individually call up your clients and personally thank them for their business. It also gives you a chance to get their feedback and learn how you could improve.
Alexis Ohanian (Co-Founder of Reddit) said, “Founders have to realize the bar is set so low because most companies stopped giving a f*ck so long ago… it ends up being pretty easy… Compared to building out the actual site or architecting the back-end, this doesn’t require a few years of programming expertise. It just requires you to gives a damn, which not enough people do.”
My challenge to you is to take the next five minutes to think about what you can do to improve your personal touch.
Can you make your interactions with prospects a little more human?
Can you add some humor to your emails, marketing, or website?
Which clients can you call up today to say thank you for their business?
Little things like these will help you stand out from the crowd. There is no doubt about that.
About the Author:
Sam Ameen is a Hong Kong-based entrepreneur with a background in digital marketing and user acquisition. He is currently the Head of Digital Marketing of Betatron Startup Accelerator and IC Studio Ltd.