If you do not have a list of all the clients who have purchased from you, do it now. Go through old records, invoices, calendars, Facebook posts, whatever you need to do. Get all the information you can. Name, address, cell phone number, any and all contact information you can get (without getting on an FBI watchlist, that is).
Now that you have accumulated a list of all of your clients, start going through your list and segmenting it. Identifying your top clients first. Your top clients may be the ones who purchases from you the most often, spend the most money with you, or are just a pleasure to work with. No matter what the criteria is, identify them.
Once you have identified your top clients, figure out what they have in common. Likely, they will be in the same age bracket, have the same number of kids, the same type of pets, live in the same neighborhood, drive the same type of vehicle, or have the same color hair. Some common thread will connect them.
Repeat this process as many times as necessary to identify all of the different target markets that you already have. It will be valuable information moving forward to try and segment your client list as much as possible to group your clients with others so you can keep them in your various funnels.
As you create these marketing funnels, you will be able to move your clients into other funnels that will create additional sales from clients who already know, like, and trust you. The easiest way to create more sales in your company is to increase the frequency that your clients buy from you. If there is a long lead time between purchases of the same product or service, then you will want to send clients down funnels to additional products or services that your company offers.
Even if you do not have additional products or services to offer your clients in between, you want to maintain contact with them. You can provide content to them that is helpful and will further establish you as THE EXPERT. (More on this in a future post)
You should also use this process on a prospect list. The prospect list is anyone who has requested a quote, additional information, or has given you their contact information, but has not purchased from you yet.
For the segment of the list who have never purchased or have not purchased in a long time check out another blog post, Revive Your “Dead List” for additional ideas on getting them back to your current client list!
Remember, the list of people who already know, like, and trust you are the most important people in your universe!
- Compile the Names
- Obtain Contact Information
- Segment Your List
- Identify Your Ideal Clients
- Figure Out Common Connections
- Create Marketing Funnels