For nylig, jeg tilbragte en eftermiddag med nogle venner på en Cozinha spor. Vi havde tid af vores liv hver foregiver at være verdens klasse racerkørere. Selv om vi var ældre end de fleste af mennesker, følte der vi unge og levende. Vi forpligtede til at gøre dette igen og snart!
Jeg fandt over de næste par dage, jeg delte historier om min oplevelse med utallige mennesker. Jeg fortalte historie efter historie om hvad en fantastisk tid jeg havde og hvor dejligt personale og af mine planer om at vende tilbage. Med hver dag der går fik mine planer om at vende tilbage fejet med de daglige aktiviteter ved at drive min forretning.
Et par uger efter min gokart oplevelse fik jeg et opkald fra en ven, der ønskede at kende navnet på banen. Helt ærligt, jeg bare ikke huske. Jeg vidste ikke engang, hvad man skal kigge i telefonbogen eller på internettet for at finde virksomhedens navn. “Undskyld,” sagde jeg. “Jeg bare ikke huske.”
Hvor ofte opstår denne slags situationer? Desværre, oftere end ikke. Og hvor mange salg og potentielle salg går tabt som følge af dårlig opfølgning efter den indledende salg? Salget, som nemt kunne vindes, hvis folk kunne kun huske dit firmanavn, telefonnummer og web-adresse.
Hvis du er ligesom de fleste mennesker har du sat mål og resultater for det kommende år, der omfatter øget kundegrundlag og indtægter samtidig øge fortjenstmargenerne. Den sørgelige sandhed er disse er sandsynligvis de samme mål, der er angivet hvert år og strategier for at opnå resultaterne er formentlig det samme også.
Hvorfor ikke bruge en smartere strategi? Dyrke relationer med dine nuværende kundegrundlag og holde dit navn frisk i deres sind.
Faktum er, hvis nogen har allerede købt noget fra dig og de var tilfredse med deres køb er der en god chance for de vil købe igen. Det er, hvis de husker dig og din virksomhed, når det er tid til at foretage købet. Dette gælder for hår saloner, tandlæger, gave specialbutikker, pet gemmer og hund groomers, tøjbutikker, Neglesaloner eller bare om enhver type virksomhed.
Desuden, hvis de var tilfredse med deres erfaring ofte de er mere end villig til at henvise folk til dig, hvis de kunne huske dig firmanavn. Synes en smule latterligt, de ikke ville huske navnet på din virksomhed. Efter alt, de havde sådan en stor oplevelse og sagde de ville være tilbage. Ikke huske et virksomhedsnavn er mere udbredt end du måske tror.
En god ven elsker shopping på en opskalere tøjforretning sending i Salt Lake Valley. Hendes opførsel der er sporadisk i bedste fald. Selv om hun nyder sine erfaringer og vil bruge mere end $100 hver gang hun køb på denne unikke butik, hun ofte glemmer om butikken bare fordi hun får så travlt med andre ting i sit liv.
Hun sagde, hvis ejeren blot ville sende en lejlighedsvis påmindelse til at komme på det hun ville sandsynligvis stoppe i oftere. Selv en hurtig email besked kunne fungere godt, sagde hun. En e-mail, der kunne forvandle en lejlighedsvis køber til en hyppig køber. Ikke kun en hyppig køber, men en, der oftere fortæller andre om butikken, fordi navnet på butikken er friske i hendes sind.
Desværre med mange virksomheder, ud over den indledende salg, er ikke gjort meget for at holde deres navn frisk i kundens sind. Kunder, der har allerede bevist de er villige til at bruge penge med firma og kunder, der får travlt og glemmer let navnet på virksomheden.
Hvad overrasker ofte mennesker er, hvor nemt det kan være. Udfordring for mange mennesker synes at skal bo hos en system.
Det er ligesom nogen vane, det har at være dyrket. Når nogen i første omgang kontakter din virksomhed Sørg for at indtaste deres navn og kontaktoplysninger i din database. Sende nogle type af en følge uanset om de foretager et køb. Dette kan gøres gennem telefonopkald, e-mail eller standard-e-mails.
Her er et par anbefalinger, der kan være en effektiv del af enhver Virksomhedssystem. Disse forslag vil hjælpe med at opbygge en konsekvent strøm af business hele året.
Hvis og når du oplever en langsom periode i dagen, bruge tid at kalde klienter/kunder i din database. For nylig stoppede jeg i en dyrehandel, der ligger i Salt Lake valley. Groomer var frustreret, fordi flere mennesker havde lavet aftaler for den pågældende dag og undladt at dukke op. Hendes klienter kan ikke indse, hvis de ikke viser hun ikke tjene penge.
Groomer fortalte mig, hun fik mere modløs som dagen skred frem. Jeg spurgte, om der var et system på plads for at sikre en højere sats af klienter at holde deres udnævnelse. Som jeg mistænkte, var der ikke. Mit forslag blev som følger:
1. kræve et depositum på 25-50%, når en aftale er indstillet. Ingen viser miste depositum. Det tager kun én gang, før folk indser de skal være sikker, når du indstiller udnævnelsen. En enkel forklaring til en person, der ikke ønsker at stille et depositum bør tage sig af situationen. Overvej dette – hvis nogen nægter at give et depositum vil de være en god løn, når de får det fulde beløb til at betale? Kan du overveje nøje før du gør forretninger med dem.
2. en dag eller to før udnævnelsen ringe til kunden giver en venlig påmindelse. Denne én strategi vil indse en dramatisk stigning i folk at holde deres udnævnelse.
3. efter aftale, skal du sende et Takkekort til pet i c/o ejeren. Dette er ikke en fælles praksis, så groomer vil blive betragtet som en person, der bekymrer sig om kundens pet i stedet for en person, der blot giver en grooming service. Ved at sende kortet til pet tilføjer du humor, der gør groomer skiller sig ud og ejeren kan vise kortet til hans eller hendes venner, fordi det er så unikt.
4. når tiden tillader det, trække ud tidligere og nuværende klient lister. Så mange ringe som muligt. Brug dialogen som, “Hej Mary, jeg bemærke, at Max er forfaldne til en grooming. Vi har tendens til at få meget travlt denne tid af året og jeg vil sørge for du er i stand til at få en aftale. Kan vi gå videre og bestille Max for hans grooming lige nu? Great, lad mig gå videre og få dit kreditkortnummer, så vi kan tage sig af din indbetaling på der. Tak og på gensyn på ___.”
Disse kommunikations-teknikker kan arbejde for dig, uanset din virksomhed. Tænk på hvordan du kan anvende disse simple værktøjer til din virksomhed.
I disse skiftende tider, er det op til dig at være så fleksibel og kreativ som muligt. Udnyt alle muligheder for at holde kontakten med kunder og klienter. Du vil blive overrasket over resultaterne på bundlinjen. Resultater, der er et resultat af mennesker at huske dig og dit firmanavn.
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