A referral is incredibly valuable. The best way to increase referrals is by delighting your current customers. The fringe benefit of delighting customers is that it will help with your retention rate. We can delight our customers via these 3 tools:
1. Email Communication
Now that we have the sale it is important that we stay in touch with the client. We can create a new workflow for clients based on the product/service they have purchased. Quality is more important than volume. We need to let the client know that we value their business and we are willing to help them. Information about product updates, new features/tools and tips and tricks are far more valuable than upselling emails. Once you have shown that you care about their business you can slowly start to upsell occasionally as they will be more receptive to your voice.
2. Social Media
Social media channels are excellent options for positive and negative responses to your product/service. It is important that you thank the positive responders and work with the negative responders. Helping them and resolving an issue displays well on social channels. Use your social networks to provide content to both leads and existing customers. Keep connected and give them a reason to refer you.
3. Smart Content
Smart content can be created to help clients feel great about their decision to buy from you. If your product is complicated to use, consider creating how to guides and a video instruction series. By offering both options, you will please different learning types. Create a forum that is only accessible to current clients so that they can quickly ask questions and receive answers. Offer them free advice on how to protect their investment such as a maintenance schedule (if applicable).
What Should I Do Next?
Now that you have an effective inbound campaign it is time to go back to square one and optimize. Never stop testing and never stop generating new content. The goal of an inbound campaign is to increase the volume of leads in all funnel stages. If we do not improve our strategies we will not increase our conversion rates.
Should I Start Using Inbound Marketing Software?
As soon as you have room for Inbound Marketing software in your budget, you should add it. You will save time and create more effective campaigns. Inbound Marketing is possible on a shoestring budget but it takes a lot of time and dedication to pull off.
Now that you have all of the items in place " Foundation, Attract, Convert, Close and Delight " adding software to the mix will only make you that much effective and efficient.