Recently I was a guest on ValueSelling Associates, Inc. podcast The B2B Revenue Experience where I discussed using Inbound marketing principles to engage your existing customers and clients.
Click here to listen to the podcast.
We all know it costs a lot more - 7 times say some studies - to develop a new customer than it is to keep an existing one.
Yet we do not align our budgets and time to this truth. Many companies we work with invert this ratio and spend much larger amounts of their budgets and time on landing net new customers than they do to continue to add value to existing customers.
Have any of you salespeople or managers ever heard this one from a customer? We just bought that, I didn't know you carried that or did that.
“The opportunity is to use inbound tools, technology and thinking (which is where your content comes from) to be attractive, helpful, and share information before you extract value. That’s the fundamental core of what inbound is."
That’s why we all need to:
- Share helpful content.
- Send our customers useful videos.
- Send them checklists or how to articles.
- Check in to make sure they’re getting value out of our product or service.
- Be proactive rather than waiting for the phone to ring.
Don't stop attracting your customer's attention and interest once they buy - amplify it. After all, they chose you didn't they. They are the ones that actually want to hear what you have to say so why not give them what they want!
Topics: Inbound Organization
