Marketing Secrets #101- Your Most Important Sale

Which sale is the most important one you will ever get from a client?

I'll bet you're thinking it's your first sale with a new client. Well, it's not. It's surprising to find out that a second-time buyer is at least twice as likely to buy from you again, when compared to a first-time buyer.

The second-time client will usually buy again because you have proved that you add value to his/her life. The customer who has had his/her wants and needs fulfilled comes back for more.

It's very important to know where your profits will be made. They are either made on the 'front end,' at the time of the first sale, or they are made on additional, 'back-end' sales.

Are your products/services the type that will result in repeat business? If so, your initial sale could be small, but be designed to lead to many larger and more profitable sales.

Most businesses profit more from additional sales than they do from first sales. For that reason, it's important to know whether you want a customer for the long term or if you're making a 'one-shot' sale.

Is your marketing designed to generate additional sales, or is your focus more 'single sale' oriented?

QUOTE: 'Wisdom is knowing what to do next, skill is knowing how to do it, and virtue is doing it.' - David Starr Jordan

Although 'back-end' sales are vital to the survival of most businesses, one of the biggest mistakes that many businesses make is NOT capturing valuable client information so that they know which customers are returning to buy again.

If you don't keep client information showing which customers are coming back to you, then you can't use this information to stay in contact with them and sell them more products/services.

I have gone into a local hobby store several times during the last three weeks. Do you think they have ever asked me for any of my contact information? Do you think they are keeping track of the models or supplies that I have been purchasing?

Over the course of these three weeks I have easily spent at least $200.00 on various products/services for my son. You would think that they would want to make sure I had a good reason to come back.

Now, if they had asked for my info and tracked the types of things I had purchased, they could then mail (or email) me marketing offers relating to what I had been buying.

If they had my contact information, then they could let me know about upcoming sales or special offers. And if they haven't got my information, then they probably don't have information on other customers either.

The point I'm making here is that by not capturing this information, they may be leaving a lot of money out of their cash register.

QUOTE: 'Autumn is a second spring where every leaf is a flower.' - Albert Camus

Many businesses are not overly concerned with making a profit on the first sale to a new client because they have calculated that their profits will come from future sales.

In other words, they know that they will profit from repeat sales to existing clients. If you know that one out of every three customers who makes a purchase from your business will purchase repeatedly, you can take a reasonable loss on your first sale.

The key is getting them in the door the first time. If you can do that, then you know that you will profit in the future. So some of your marketing efforts should be designed to 'hook' the first time buyer.

But it is equally important that some of your marketing efforts are designed to bring repeat customers back to you.

Does your marketing strategy include efforts to both bring in new customers and keep the 'back-end' sales coming in?

** Attn Ezine editors / Site owners ** Feel free to reprint this article in its entirety in your ezine or on your site so long as you leave all links in place, do not modify the content and include our resource box as listed above.

If you do use the material please send us a note so we can take a look. Thanks.

© Silent Partner Publishing
10 W. Square Lake Road, Suite 214
Bloomfield Hills, MI 48302
(248) 335-8080 -=-=-=-=-=-=-

==============================

Sanford Jay Barris is the president of Business Marketing Services and the author of '97 Marketing Secrets to Make More Money: Your Secret Guide to Growing Your Business Right'

e-mail: mailto: info@97MarketingSecrets.com

http://www.97MarketingSecrets.com

=============== ===============

---

Overcoming Resistances To Marketing a Practice-Part 2

In Part 1 of this article, "Resistances to Marketing a... Read More

Radio Ads That Get Results

Radio advertising can be a small business's best friend. It's... Read More

Five Joint Venture Marketing Skills A Small Business Owner Must Have

Joint venture marketing is a lucrative way of leveraging the... Read More

When, Why, and How to Use Mailing Lists

Mailing lists may be the cause of more heartbreaks than... Read More

Qualify Prospects Using Direct Mail Marketing

When a prospect responds to your lead generation sales letter,... Read More

The Words That Sell

What You Say, Who You Say It To, How you... Read More

Easy Marketing Methods with Letters, Post Cards, Referrals and Testimonials

Easy Direct Marketing Methods for Insurance AgenciesThis Month: Strategies for... Read More

Joint Venture: 50 Power Secrets Of Joint Venture Marketing, Exposed

What is a Joint Venture?A joint venture is an agreement... Read More

Explode Your Sales With Free & Exclusive Content

Offering free and exclusive content to ezine publishers and webmasters... Read More

How to Use Business Cards to Network and Market Your Business

You've had one thousand of the finest, most eye-catching business... Read More

Starting Small Business Promotional Campaigns

So you're starting a small business. You figured out what... Read More

3 Ways to Gain and KEEP Customers Using Postcards

In today's competitive (sometimes cutthroat) marketplace, savvy business owners need... Read More

Marketing On The Cheap: Speak Out!

No matter what business you are in, you probably have... Read More

Supply And Demand And Marketing

According to Dough McCormick, Chariman and CEO of iVillage, Inc,... Read More

How To Achieve Success With Your Own Money Making Newsletter

Writing and publishing a successful newsletter is perhaps the most... Read More

Where to Find Cheap Brochure Printing

Whether it is for is a real estate listing, a... Read More

15-Minute Marketing: Lots of Results in Little Time

Do you think you don't have enough time to market?... Read More

10 Essential Criteria For Choosing Your Target Market

A specific group of people you will focus on selling... Read More

Earning the Right To Sell With Stats ? 10 Steps to Greatness

We could learn a thing or two from pro sports.Baseball... Read More

Discover the Winning Marketing Strategy Secrets of Donald Trump Apprentice Wanna-bes

The highly entertaining Donald Trump's search for an apprentice turned... Read More

How To Let Your Customers Search For YOU! ? Part 2

First I want to welcome you to part two of... Read More

Getting New Clients - When Only a Few is More Than Enough

Many of the business owners I speak with are looking... Read More

Recipe for Success

Special event and a special recipe- hand it out on... Read More

T.E.A.M Profit

As you network and meet other business owners, keep this... Read More

Client Attraction Technique #1: Niche Marketing

When asked "what business are you in" many business owners... Read More

A Good Marketer: What?s the Measurement?

As a business owner, you know how valuable being good... Read More

Getting Ideas for Your Postcards

If you're going to do postcard marketing on an ongoing... Read More

Free Sample Sales Letter: Example of How to Write a Persuasive Business Marketing Letter

Here is an example of a business-to-business sales letter mailed... Read More

30-Minute Marketing

Marketing your small business takes tons of time, years of... Read More

B2B Marketing - Why it Should be Subtle

Subtle adj. Showing or making, or capable of showing or... Read More

Online Magazine Subscription Services Make Shopping Online Fun For Magazines

If recreating the old experience of subscribing to magazines by... Read More

Stop Your Marketing Leaks

Thirty percent of all the drinkable water that runs between... Read More

How to Tie a Tie and How To Kiss - What Do They Have In Common?

How to Tie a Tie and How To Kiss -... Read More