Some managers ask themselves the question: how to sell services correctly, because the profit of the enterprise depends on it. Selling services requires the contractor to pay special attention to the customer's requirements, since it is the impression of the customer that forms the company's reputation. In this article, I want to tell you how to grow your customer base and retain a customer.
Defining the target group
First of all, you must identify the group of people who will be interested in your services. To do this, you can conduct a sociological survey, a survey. To identify the client's profile, assess the demographic characteristics, that is, age, gender, profession, marital status. If you don't want to do this on your own, contact a marketing company.
Remember the characteristics and habits of the customer
When working with clients, be sure to ask about their requirements and wishes, that is, you must learn to listen to the client and draw useful information from the conversation. Be sure to record everything in special cards or on a computer. Why is this needed? Let's say a client you previously worked with contacts you again. You don't have to ask about his wishes. By opening the card, you will receive information. You can also appease him. For example, you provide apartment renovation services. You have received an order from a family that was making repairs for their unborn child a few months ago. The baby was born, they decided to make repairs in the bathroom. Give them a baby kit. A trifle, but nice!
Don't be intrusive
Some companies periodically inform customers about all promotions, new products through phone calls. This service is sometimes very annoying, and calls are not on time. Therefore, you can use sms messages or e-mail for informing. If the client is interested, he will call you and clarify the details.
Make a flexible list of services
For the client to be able to choose, you must offer them services at different prices. That is, you need to make sure that your offers are available to both high-income and low-income people. For example, you are engaged in the provision of cosmetic services. You can offer wealthy people an expensive procedure, and people with low income - procedures using cheaper products.
Use a bonus system or discounts
To keep the client, issue him a club card. You can come up with a discount system in which the discount percentage will increase in parallel with the services used. You can also give bonuses. For example, you provide hairdressing services. Make every tenth haircut free.
