Six Ways To Spend Less on Advertising: Nurture Current Customers

Most successful business owners prefer to keep their proven sales tactics confidential. But I will let you in on a little secret; you can spend less on advertising and realize more sales with existing customers simply by nurturing the already trusted relationship and leading them to their next purchase.

It is crucial to make sure the purchasing experience is as pain-free as possible as this helps build confidence and trust in the customer. The customer is likely to recommend their business to others and make additional purchases in the future.

The concept of post-purchase marketing or nurturing current customers is not commonly a focus for business owners, so I will address it here.

Post Purchase Sequence (Offboarding)
Setting up a post-purchase email sequence can be a great way to help customers get more out of their purchases. Whether they've bought a product or service, a series of emails can deliver value to the new customer. It can also cut down on support or refund requests, as the sequence will answer common questions.

Nurture Relationships
As a business owner, this is a crucial step that you can't afford to miss. To get customers to care and keep a business front of mind, establish a relationship and nurture it. The most convenient way to do this is through email marketing. Implement a drip campaign to be sent post-sale to appreciate their business, remind them of upcoming sales or send an invite to exclusive events.

Product / Service Ladder
If you offer multiple products or services, cross or upsell a current customer on the ideal next product or service. If your business does not have a product ladder in place, consider it as a potential tactic so that you can sell multiple times to a new customer.

Position the Next Offer
There are multiple ways to position the next offer and it doesn’t have to be difficult. Consider a back-end platform if you're using E-Commerce or on a membership website. Alternatively, email automation and email marketing strategies can be very effective. Check with your email service provider for more information.

Upsell /Cross-Sell
This concept is ubiquitous throughout the world. For example, McDonald's famously used to ask their customers: "do you want fries with that?" This approach works well for E-Commerce businesses and businesses that sell digital products.

Remarketing
The modern marketing mix includes a relatively recent newcomer – remarketing. This tactic involves creating personalized ad campaigns (display ads on social media or websites) for customers who have previously purchased from you via your website or other content. The benefit is these customers already know and use your product or service and have a higher chance of converting to a sale.

For any business owner, sales revenue is essential. Remember, it costs more to acquire a new customer than it does to keep one. Keep in mind these existing customer nurture tactics to get your sales goals for the year across the finish line. We can help, too. Fill out the form below and let's get started.