[Offer Grid] 📬 | How to Get Your Customers to Beg You to Sell Them More | Issue No. 5

Hello dear reader!

Another week is rapidly melting. So let’s get right to the matter at hand, because you want to stop the losses and grow the sales.

There is sheer and utter waste going on inside your business right now.

Chasing the all mighty sale, however you can get it, is a set up for failure. The way out is to master the smart selling methods that could double or triple your revenue in a matter of 2-3 months.

You’re wasting time (the penultimate precious resource) and you’re wasting your reputation in the marketplace.

I’m talking about daily work to achieve repeat sales, and thereby increasing the lifetime value of each and every customer you have ever done business with.

Let’s talk about reaching out to each customer in your list.

Calling them. Talking to them. Directly. Having a conversation.

Now, I have a belligerent streak, and maybe you might, too. When I’m faced with a challenge like the one I just tossed out my first thought is of the customer who committed fraud, or who lied to me, or who crossed some other line, and I swore I would never talk to that good for nothing person ever again.

It’s fine, boo. You don’t have to call that one.

But I want to tell you here and now, plain and simple, that in order for you to stay in business, make a profit, and have a life and a business that you love, it’s time to talk with some folks.

One of the requirements for making repeat sales is knowing how to reach your customers. You have their contact information. You had it when you took their order. 

If your customer list is short (fewer than a few hundred people), you can email, text, or call each one of them directly.

Bust out that list and reach out.

Ever since the development of language (and maybe before, who knows) we’ve been able to ask another person her preferences, his wishes, their needs.

I don’t know who the first person was who got paid to do this, but we call this activity “selling” now.

There is a great book by Eric Ries called, “The Lean Startup”. I do suggest you read the book because the path he covers is a great start for any business. 

But my favorite point in the book is the suggestion to give your customers the concierge treatment.

If you have fewer than 100 customers and you’re just starting in business, you can talk with each customer in a week or a month and not skip a beat.

If you have 1000 customers you could take the top 10% or 20% and get to know them better. Extra credit if you contact even more people.

You’ll wonder how you stayed in business before you did this. That’s how good the intel will be that you’ll gather by getting to know your customers at this level.

And if these folks are your first customers, it’s really important to love on these people and find out what they want. 

What do they want from you? What do they want in life?

Do they have suggestions to make your product or business better? Who are they as people? What are their lives like? Are they value shoppers, or price shoppers? What are their needs? Does what you sell matter to them so they think about it daily? Was their purchase in your store a gift, or for them? Do they gift often, and to whom? 

Once you get to know some of your customers you will know what else to ask about.

When I did this exercise I even got to know family members of my clients. Their children talked about me at their dinner tables.

Move in with these people and find out what makes them tick.

Who has made the largest numbers of purchases from you? Do you know why they bought that much of your thing?

Some of my clients offer products that make great gifts. And some of their customers make gifts to large numbers of business clients. We wouldn’t have known this information without talking with the customer.

How can you help your customers do more business with you?

Who has spent the most with you? Is your megabuyer a wealthy person who practices daily retail therapy? Why are they spending so much money?

Find these answers. 

The information will tell you what to say in your ads and emails, too.

You could pull some people from the middle of the deck as well. Who purchased once and never bought anything again? Who bought two or three times, but never came back for the past six months?

As I’m going through these scenarios, you may need to translate to fit your business. 

Maybe you sell marinades. Those are clearly consumable, and if yours are the best marinades at the community barbeque it stands to reason that there should be some repeat purchases.

You have to ask customers to come back and buy again.

It’s a noisy, busy world.

You can’t assume that a customer will come back.

Spoiler alert: they aren’t thinking of you.

Part of the trick of selling, online, offline, on the moon or anywhere else, is to establish a friendly rapport with people.

It starts in pre-selling and continues after the sale.

If you sell clothing, yard games, home decor, or some other kind of product, your buying cycle will be different than if you sell more traditional consumables like beauty products or food items.

So you can find your way through this exercise, apply the principles to your particulars.

You’re not selling a commodity. 

You’re selling a solution to a very specific problem. But you might not, and probably do not know what that problem actually is.

You won’t know until you ask.

A commodity item is like gasoline or milk. I can buy it anywhere and unless I need the best high-test gas or the finest organic brand of milk, then any product will do.

When I was living in a diesel Sprinter van, traveling the U.S., only certain gas stations carried the fuel I could use. I had to seek them out. That was work.

Don’t make your customers work.

Find out what your customer needs at a very essential level.

Sell that.

At the end of the day the aim is two-fold:

1. Learn about what your customers want, need, and want to know about, and

2. Stay in front of them in friendly ways so that you’re the one they buy from when it’s time for another of what you sell.

I’ll say more about lifetime value and repeat sales in future issues. In fact I made a note to myself to address these topics in greater detail in next week’s issue. But one last comment is this: the most expensive sale you’ll ever make is the customer’s first purchase. Hands down. Finding that new customer costs the most. All niches. All verticals. All industries.

So when you make that sale, make sure to sell that same customer again. And again. And again.

Businesses that win big have great lifetime value numbers. And I think I’ll just leave that comment there until next week to pick up again for next week’s issue.

What I wanted to go on about now is that course I mentioned last week. 

But first, a little background on it.

You see, I used to work with ecommerce store owners and retail brick and mortar store owners in a group. And before that group existed, digital marketing agencies used to hire me to manage ads for their clients. Some of those agencies would give me their tough projects. I was a fixer for them, fixing the stuff other ad people couldn’t fix.

I’m not telling you this to brag. It’s just the work I did. And I’m setting the stage for what’s next.

Because what I’m about to do is to tell you to send me $27 USD. And for that payment I will send you a 29 page report that gives you 40 of the easiest promotions any retailer could use any day of the year to use on any occasion that you wanted to sell more products from your store.

For the record, that $27 is 0.54% of the cost some have paid to work with me. But that half percent expense can pay you tens of thousands of dollars in very short order.

Recently I calculated, very conservatively, that I have helped small business owners who were just starting out to make over $20 million dollars over the time that I’ve been working with them.

It’s probably more than that, because I helped a number of these business owners become millionaires in their own rights.

And during this time I’ve been working with these people we’ve done lots of different promotions. Surely we did more combinations of things than I’ve put together in this report.

In fact, I was thinking of these promotions this past weekend. It was President’s Day Weekend, and that always makes me think of mattress sales.

Mattress sales.

Unless you sell mattresses, that is the most boring topic I can think of. (Apologies to my friend who sells mattresses. You’re actually the only one who makes mattresses interesting.)

And every year at President’s Day I see volumes of ads on every platform about mattresses going on sale.

It makes me wonder…

Do you commoditize your business like that?

Do your customers expect the same boring promotions, year after year, on the same days, with the same offer?

If you make that mistake I want you to stop.

Stop immediately.

Stop right now.

If you’re planning your next promotion to match the same promotion you did last quarter, or last year, and it looks even remotely the same, you will be in grave danger of losing customers.

When customers discover that you’re predictable, they’ll take advantage of you.

When they discover that you will discount your full retail prices, they will wait for your prices to drop.

If you treat your product like a commodity your customers will think of your product like a commodity.

You can do something different. Which is how this course that you can get right here was born.

It’s called “Offer Grid”, and it’s how this newsletter got its name.

Promotions from your business should attract, delight, engage, and enthrall your customers.

Promotions, by their very nature, should elevate you, your product, and your business in the eyes of your prospects and customers.

The Offer Grid course gives you 40 different combinations of offers (promotions… elevations…) that enable you to engage with exactly the right people. You sell more. They get more.

This is no-apology-selling.

It’s no secret with my clients that I am not a fan of discounts. Discounts take money out of your business, and cheapen the buying experience for your customers.

There is, however, a right time to offer a discount.

A fraction of the offers in the course are discounts.

And a fraction of that fraction requires you to lower your prices.

And you’ll lower your prices only under certain conditions.

And for the bother to charge less, you get something valuable in return.

All of these examples and scenarios and many, many more are available to you for just $27.

But the course isn’t just a 29 page report.

Because you will have questions. You will want details. You will get resources. You will be helped by examples.

When you purchase the Offer Grid course you will also receive a daily email, with details for all of the methods and scenarios outlined in the report.

Not many simple course sellers do this… stay with you for eight weeks after you buy a short report, and walk you through implementing its contents.

But I do.

After you purchase the Offer Grid course you’ll receive an email each day, outlining one of the methods that you’ll find in the report.

You’ll get ideas. You’ll get nuts and bolts (and the wrench to turn them). You’ll see exactly what you will do to put this stuff in play. Now. And going forward.

And of course, this report comes with a 100% money back guarantee. Use this course. Read and think about every cell in this Grid. Go through every supporting email. If you don't make money fin the next six months from what you learn... if you don't find a way to build at least one promotion that moves the needle for your store... I'll refund your purchase 100%.

So, go ahead and click here to get the Offer Grid course and put the magic of the 40 different promotions and detailed ways to engage in top value, premium ways with your customers.

I’ll be walking with you through every step.

And I’ll look forward to seeing you here next week, when we’ll dig into more and more ways to get repeat sales and improve the lifetime value of your customers.

Best to ya,

Amy

P.S. The Offer Grid course is based on the past 20 years of my work in digital marketing, coaching, selling, and study. It’s a tap on the window where you’ll see exactly how to fix some of the essential selling problems you’re facing right now. And I’ll be helping you daily for nearly two months when you purchase. It’s no-risk and easy to learn from.