Most people turn to marketing for “lead generation” – and they forget that it’s as important (if not more so) to focus on the customers you already have. Don’t be a business that just takes people’s money and then moves on to the next one. Nurture will create longer term gain for your business – and not to mention it’s actually easier to sell to the already converted!
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Have you created a target person profile for your existing customers?
In this video I’m giving you a little reminder about why targeting your existing customers is way more important than targeting new ones.
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This is the First Step
The target person is the first step in this marketing strategy and I’m sure I’ve said this many times, in many different places, but it cannot be overstated. You need to be thinking about your existing customers and not just new customers.
When you create your target person profile the whole point of it is that you’re meant to be understanding them on a really deep, emotional level. You’re meant to be really getting down to why they’re motivated why they want to move forward and making sure you’re aligned with that target person, right?
Target Person Profiles for Your Existing Customers Too!
When you’re trying to create marketing for your existing customers you should be thinking along these same lines as well. And it’s very likely that your target person profile for your existing customers is going to be very, very, very, similar to the target person profile for your new customers. But there will be nuance here that really should shape your marketing just a little bit more.
The Nuance of Targeting Existing Customers
And the nuance will be that you already know that this person has bought from you. You already know a little bit about them, and you can now go deeper. You can go deeper in your values, you can go deeper in your product, you can sell them a product that’s like an add-on to your product, you can sell up-sell them, you can cross-sell them in ways that are probably going to be way more effective than constantly grinding the stone to bring in new customers.
The One Thing to Take Away
It’s a really big thing. If there’s one thing you take away from this video it’s to spend a little bit more time on your existing customers than your new customers because you’ll get a bigger bang for your buck and you know that they’re already good customers. So, why would you not want to give them more value? Why would you not want to help them even more than you already do?
Obviously, this is a blanket statement that will not apply to every single business out there. But it will apply to most of them. And so, I implore you to take a look at your business check whether this makes sense to you because I can bet it probably will.
If you want to discuss this if you feel like you want to roll some ideas around, feel free to send me a message I’m happy to chat with anyone when I can give everyone a free one hour to talk through your business go through my questions and see whether I can help you or whether you are already set.