How to build and grow a million dollar business from successful marketing expert Richelle Shaw. Marketing tips tools seminars on direct marketing and systems to improve profits

During a recession it is important to focus of the 3 R’s of your business.

1.  Retention - Keeping your existing customers by making sure that their experience is phenomenal.  I was able to create a fabulous experience for my customers of the telephone company.  I targeted people who had been disconnected before and were not used to getting great service.  I made it fun for them.  They line up to pay their bills each month in order to play the promotional games like Spin the Wheel - for money off of their invoices, or enter to win a plasma television.

 

2.  Reactivation - Your easiest customer to sell is one that was a previous client. Reach out to your old customers and win their business again.  I send out an "apology letter" to old clients to say - I am sorry for anything that went wrong.  I would like to win your business back - tell me how!  I continue to win back 17.3% of my previous customers.

 

3.  Referral - Focus on getting great referrals.  My favorite is I run a referral contest and offer free activations to all of my clients family and friends.  For each referral, my client is rewarded with a gift…  $20 off their monthly invoice, free cell phone charger and if they refer 10 people, they receive a plasma television.  The cost of the television is only $800 and I received over 230 new clients.  The best, only one client actually reached the 10 referrals but many referred 3 - 5 and received gifts costing less than $10.