MyBBI - Marketing

Marketing

Six Major Factors of Business
(Full article on About the Journal Headings)

Maintaining and Acquiring Clients is the lifeblood of any businesses. All clients, even ones that have purchased before are potential clients, until the next new order is placed. It is not only about getting the order, but building the relationship that increases the probability of receiving the next order.

There are several marketing proponents that advocate:

Flooding your name in front of the potential client several times a month
Confusing the offer with questionable promotional gimmicks
Being unclear about what is included and what is not included
Create a need, solve the need, take away the solution
– pitch & close

This type of process may make sales, but there may be a very high level of buyer's remorse and ill will.

BBI is predicated on the belief that - The best client is one that is a good match for your company.

They have read and understand what you can accomplish and how it will be accomplished
They have compared your Businesses approach and level of knowledge.
They understand the level of service and quality to expect (sometimes cheaper, simple is a better solution)
They have also reviewed your agreements and warrantees on your Member meta-site.
They appreciate that you have a discount program in place to reward their trust in allowing your Business to prove that it can meet its commitments.
And they are confident that your company provides a feedback form to inform Business owners of any dissatisfaction that needs to be remedied.
All a Business need to do, is to maintain the reality of the perception that they created, to maintain a solid relationship with the client.
Providing good service reduces the ongoing drain of responding to emergencies.

Conversion rates can be improved by:

Offering a discount to offset the work required to research a new supplier, or to reward a potential client for placing trust in a new company.
Having clear, written terms and warrantees.
Offering a no or low risk method to try a service and an easy method for the client to stop the service if it doesn't fit their needs.

Reduce any other resistance by:

Having multiple channels to contact the company, physical address, Toll Free, fax, email, online communications.
Displaying outside demonstrations of company quality, BBB, Chambers of Commerce, Professional affiliations
Increase the times a year that the client purchases

Make sure the clients needs have been met with each previous encounter.

Develop a periodic communications system – New Products & Services – tailor the information to their needs
Offer the client a tickler system to anticipate when they may need to check there stock, if appropriate
Increase the amount of each sale
Find what items/services the client purchases already, but maybe not from your Business
Inform the client of they could improve their Business by adding the use of a product or service that your Business supplies.
Final better financing to allow your client to purchase more each time on better terms.
Create a Method to get an Honest Client response on your produsts and services - use this to Better your fulfillment.

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