In some areas of business, purchases are made infrequently, so after a while customers may go to competing firms. This is the case in the areas of machine tools, automotive, etc., where frequent updates are not needed. In order not to miss out on repeat sales, you need to maintain a relationship with customers during periods of no need to visit the company.
Instructions
Step 1
Organize online training. Infrequent purchases are associated with difficulties in using the product, because the capabilities change over time, and the customer is familiar with the old version. People are not so willing to retrain, even if it is not difficult, because habits have to be changed. Offer buyers training to accompany their purchase. To do this, subscribe them to a closed mailing list, through which they will receive links to video tutorials. Once or twice a month, you can send something new to remind you of yourself.
Step 2
Produce a printed catalog or magazine and send to clients once a month. This is what manufacturers of expensive cars do. Copy successful experiences as appropriate.
Step 3
Offer unexpected related services. If you haven't communicated with customers for a long time, make a call and offer free diagnostics of the equipment they bought. Experts will quickly identify possible problems and give recommendations. The client will be pleased, but competitors may not provide for such an option.
Step 4
Arrange polls for common operational problems. For some companies, the main thing is to sell, then they forget about the client until the time when they can sell something again. Do it differently: Online surveys can reveal new opportunities and subtly maintain relationships.
Step 5
Host seminars and parties, and they can be paid for by participants, so you will not have any expenses. Invite clients to have a good time, go somewhere, learn new business methods. So you become not a salesperson, but a partner. Take care of purchasing tickets to a prestigious motivational seminar, or host and invite a celebrity. Along the way, resolve the issue of unobtrusive reminders of basic services.
