This is my second iteration of “Techniques of the Week” which is an ode to simple writing and marketing techniques that can be used immediately with measurable results in the Before, During, and After of your sales process.
With that said, lets venture chronologically…
The Before: Would you like a cookie?
The “Would you like a cookie?” technique fits well with my last post on habits. As it is a way to turn prospects into habitual users of your product.
How is it done?
Just give incentives for prospects to come in and receive something for free. This could be a free service or product, like a cookie. In your marketing, advertise your free cookie for prospects to come in with the advertising code, flyer, or however you track you ads. Once they come in, give them your 5 star service and the free cookie.
After you have given them the 5 Star Treatment and your free cookie. You offer them a second free cookie to come in again the next week.
When they come in again the following week, do it again and involve their friends. And continue this until they come in again and again without any prompting by a free cookie.
Accomplish this. And you, my friend, have won yourself a habitual customer.
* Would you like a cookie? – Wean the customer as a habitual customer… free “X”… do this, free “X”….. do this, free “X”….and finish off with 2x free “X”.
The During: The “Hey! How are ya.”
The “Hey! How are ya,” is an effective technique for people During the sale who are interested in your products, but have been too busy, distracted, or just have completely forgotten. It’s a reminder to see if they are still interested and is short and sweet enough to get a response as it goes to them personally.
* The “Hey! How are Ya”.– I saw that you missed my last email, but I was wondering if you were still interested in “X”.
The After: The Charity Vote
This technique is used at many places after you shop. They ask:
Would you like to give a dollar for X and Y Charity Today?
You say, “yes, why not?”
And it can now be yours. All you need is find a charity with a cause that you and the community that your business serves, supports. This will bring goodwill to your business and build the community around your products and services.
* Charity Vote – Buy “X” amount and “Y” amount will be given to charity
There you are. 3 simple techniques for the Before, During, and After of your Sales Process that you can use to build your business with a charitable community, and remind them to become habitual customers.