I Didn’t Know You Did That

Do your customers know the full range of products and services you offer? Too often the answer is “NO”. So how can a customer that has done business with you for years not know you sell certain products or deliver certain services? The answer is simple – You’ve never told them – or you stopped telling them.

As a business owner, you acquire new customers because you met their current need for one or more of your products or services. You may even stay in touch through various efforts – so they continue to think of you when they have another need for THAT particular product or service.

But many customers have needs for more than one of your services – now or in the future. The key is to make them aware of all the products and services you offer – then keep reminding them to gain the sale when that need also arises.

Here are just a few ways to keep your range of services in front of your customers

• Develop monthly specials that include at least one item from each different category. For example, an office supply business would likely promote various offices supplies but including an item from the office furniture category and office cleaning supply category each month would create awareness and incremental sales opportunities.
• Go beyond your website. Consider including a small ‘Our Products or Services’ section on printed brochures or newsletters.
• If you use customer testimonials or case studies with your marketing efforts, insure they reflect your range of products or services.
• If you utilize reward programs that include a free product or service, consider using alternate products for the giveaway. For example, instead of 11th haircut free after 10 are purchased, consider a free massage or manicure after 10 haircuts. This allows you to introduce a customer to another service you provide and still add value.
• VIP specials are a great way to cross-sell other products and services while staying connected with current customers. Develop a series of special offers in a variety of categories and email one each month (or every other month) to existing customers only. They’ll feel special – and over time, you will educate them on your full range of products or services.
• Social Networking offers a way to communicate your products and services in your profiles, on your fan page, through updates, etc. Whether you are running a special, holding an event or adding a new service, you can keep people aware and updated through Facebook, Twitter, LinkedIn and others.

Remember, customers won’t buy products and services from you if they don’t know you have them available. So tell them again and again and again.

Find this helpful? Then share it with others. For additional ideas to grow your small business, visit my website. While you are there, join my mailing list to receive my monthly eNewsletter and FREE eBook, Mastering the 7 Elements of Business Success.