Think about how this affects your business. Let’s say you’re in party plan sales. How much does it cost you to hold a party? Calculate the time you put in, postage, gifts and prizes, printing things out, buying catalogs and samples, etc. How much do you spend on the typical party? All that comes out of the profit you go home with at the end of the night.
Now think about how much it costs to call a former customer and get a reorder. A lot less, right? And so the amount you make on that reorder is a lot higher.
Are you applying this to your business?
While it is OF COURSE important to focus on doing as many parties as you can so you have a steady stream of new customers, you have a golden opportunity with past customers to make a lot of profit. You also have the opportunity to get new parties by working with people that have already attended or hosted a party.
But only if you follow up.
EVERY customer should be touched at least 4 times per year. If you tell yourself that you’re too busy to do this, you’re leaving money on the table. You can double (at least!) your income by paying attention to your reorder business.
Your company probably has a follow-up system they advise you to use, but here are a few ways to follow up:
- An e-newsletter filled with value-driven content (not just ads.)
- A phone call to each former customer and host 4 times per year.
- Connecting on Facebook between regular contacts for more informal contacts.
- If you offer consumable products, set up your own “auto-ship” program that customers can sign up for, where you automatically place an order for certain products for your customers at pre-determined intervals.