In my previous posts, I outlined 2 simple online marketing formulas – 1 for generating online leads and 1 for generating online revenue. This formula contains the essential ingredients for generating repeat business online.
Formula #3 – Formula for Generating Repeat Business Online
Sticky Website + Right People + Conversion Catcher + Online Payment Tool + Customer Keeping = REPEAT BUSINESS
Customer keeping, also known as post sale marketing, is the process of following up with previous customers and using the right messages and incentives to encourage them to purchase again. Customer keeping tactics can also be used to keep a customer engaged with your brand by providing additional information or seeking feedback on your products and services.
Note: for a more detailed explanation of the other ingredients in this formula, see: Formula #1 and Formula #2.
Some examples of online customer-keeping tactics:
- A feature that allows a customer to Tweet or send a Facebook update to their network just after they make a purchase.
- Sending a recent customer an e-coupon for a percentage off a future purchase of the same or different product within a limited time.
- Inviting previous customers to preview and purchase new products before they are available to the general public.
- Initiating a repeat purchase program, e.g., buy 4 get the 5th free.
- Hosting a contest where previous customers win points towards a free product for different actions like: posting a picture of them using the product, or referring a new lead or customer.
- Emailing a regular series of tips and tricks for using your product or service.
photo: chemistry bottles with liquid inside by zhouxuan12345678, on Flickr
