It’s an old business saying – about 20 percent of your customers produce 80 percent of your sales. While this is true in some cases, we want to help you expand that 20 percent and get your customers coming back for more.
In this day and age, with so many options available, people go where the price tells them to go – be more than just a price to your customers by keeping them engaged. This, of course, is easier said than done; the key lies in understanding your customers. Here are some questions to ask yourself:
- Why do people buy from you?
- What is their demographics?
- What is the best way to connect with your customers?
Once you have drawn up a standard customer profile, keeping them engaged and building that relationship with them should be simple.
No matter what you sell, here are our top four ways to help you get those repeat purchases:
1. Tell a story
We cannot stress how important it is to sell your brand story to your customer. According to Anthony Iannarino, “Buyers don’t make logical, rational buying decisions. They make emotional decisions and then justify those decisions by rationalizing them after the fact.”
But how do buyers get to this point? As emotional beings, we don’t necessarily buy because we need, we buy because we want (and being a woman I can attest to this). Yes, people factor in the price but if your brand tells a story, buyers look beyond the cost and develop a connection and emotional attachment to your brand not just your product.
Whether you sell auto parts or clothing, having a story that people connect to can help build brand loyalty which can lead to that repeat purchase.
And don’t just limit yourself to telling your story with words, be visual about it.
2. Sell a lifestyle
Go beyond telling your story by selling a lifestyle. When we look at companies like Pony Rider and The Woodsfolk, they are very much focused on inspiring the inner homebody – because, after all, home is where the heart is.
Selling a lifestyle is simple and is particularly effective on social media channels where people tend to connect on a more personal level. It all comes down to how you style your shoots – enticing your customers and followers to buy more.
3. Sharing is caring
On social media? Celebrate your customers! You wouldn’t be where you are now if you didn’t have people buying from you.
NYX Cosmetics is a great example – they encourage people to share their looks on Instagram using hashtags like #nyxcosmetics and then they share it on their company’s Instagram profile.
Each time they share, they show their gratitude to their customers by complimenting them. Not only is this great if you can’t think of things to post, but this makes your valuable customers feel loved.
4. Targeted messages and promotions
In our previous post, 5 trends that could affect your ecommerce store in 2015 we mentioned that targeted and personalised emails are a major trend for 2015 – so why not send a follow up email to selected customers to get them to make another purchase? Using our inbuilt email marketing platform, Neto M@il, you can easily setup auto-responder and recurring campaigns.
Got a loyal customer? Reward them with a discount as a big thank you.
This might be simple, but it can help you build a strong rapport with your customers.
Anyone can sell online, but what sets you apart is how you tell your story and how you sell the ideal lifestyle you can help your customers create. Team this with effective social media sharing and targeted promotions and you will not only build a relationship with your customers but build a brand loyalty that will keep them coming back for more.