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While it is exciting to find a brand new customer, it is often easier to sell to people you already know. By leveraging an existing relationship, you can suggest the perfect product or service, exactly when the customer needs it most. This can maximize your chances of a successful sale and have a huge impact on your bottom line.
In this article, we'll take a look at why your existing WordPress customers can be your biggest sales opportunity. Next, we'll share five proven ways to sell them additional services. Let's get started!
Why it pays to sell services to your existing WordPress customers
Selling to your existing customers can be an effective way to increase your bottom line by maximizing your return on investment (ROI). Acquiring a new customer takes time and effort, and keep this customer happy is a permanent investment.
By offering upselling and cross-selling to your existing WordPress clients, you can maximize your income from the investment you have already made in that client. It can have a positive impact on your bottom line.
Selling to existing customers is also generally easier than converting new prospects. Since you already have a relationship with this customer, you can eliminate many of the costs associated with securing a sale. This includes advertising, establish your reputation as an industry leaderand marketing your services.
An existing WordPress customer is already aware of your brand and the quality of the products or services you provide. This can drastically reduce the costs associated with securing the sale, especially marketing costs. In some cases, selling additional services can be as easy as recommending them to the customer.
An existing customer already knows your brand, but you also know their website. You can leverage this knowledge to recommend additional services that your customer really needs. This allows you to create a compelling and compelling sales pitch and maximize your chances of making the sale.
It can also be an opportunity to demonstrate a thorough understanding of the client's needs. If you come up with the perfect solution to any problem they're currently having, they'll likely see it as good customer service. It's much more compelling than an aggressive sales pitch. Plus, it can help you build your reputation as a business that values its customers.
How to Sell More to Your Existing WordPress Customers (5 Key Tips)
By offering upselling and cross-selling, you can deliver a better customer experience while maximizing your return on investment. Here are five ways to convince your existing WordPress customers to spend more on your business.
1. Position related products and services on your website
Cross-selling is an established selling technique. Physical stores often put related products together for the purpose of driving sales, and the digital world is no different.
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For example, if you are viewing a product on Amazon, the ecommerce giant will recommend related items to you:
Cross-selling is such an effective technique that it's built into the popular e-commerce plugin, WooCommerce. By default, it recommends associated products to your customers on your product pages:
A common way to incorporate this strategy into your WordPress business would be to offer site maintenance in addition to your existing development services. This may include management WordPress Updates, creating site backups, monitoring customer sites for downtime and other recurring tasks.
Other popular related services might include content creation, malware removal, search engine optimization (SEO), and more.
2. Consider offering a package
Everyone loves a good deal. You can appeal to budget-savvy customers by bundling related services into packages. This provides the customer with good value for money, as well as the convenience of meeting multiple needs in one purchase.
Packages can also encourage customers to pay for services they wouldn't necessarily purchase as stand-alone options. For example, a customer may want to drive more traffic to their site through SEO.
You pourrait just sell the client on your SEO services. Alternatively, you can attempt them with a package that includes your SEO services, as well as performance optimization and content creation (which can also help boost organic traffic).
When creating your plans, it can be useful to research automation opportunities. Through scheduling common website management tasks, you can create service bundles that deliver maximum value to your customers, but require little additional effort on your part. This helps you maximize your profits while minimizing your workload.
3. Keep in close contact with your customers
After you've made a sale, it's important to stay in close contact with your customers. It is not fair quality service. It is also essential for understanding your customers. When you get an overview of their needs, you're in a better position to identify potential upsell and cross-sell opportunities.
There are many ways to improve communications with customers. If you are currently working remotely due to COVID-19 restrictions, there are also ways to better manage your communications. while working from home.
However, communication is most effective when it is regular and reliable. For best results, we recommend that you provide your clients with a customer reports. These are documents containing the tangible results of every action you have taken for your client:
Customer reports can serve as a regular, scheduled record where you discuss what is working and what is not. Drawing attention to weak points in your customer reports can seem counterproductive. However, this can be the perfect opportunity to suggest exactly the product or service that can help the customer fill that gap. This makes it clear that you care about the customer's bottom line, while maximizing your own sales.
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As a dedicated WordPress agency that go the extra mile, these reports also ensure that your customers appreciate all your hard work. This puts you in a strong position to sell them additional products and services in the future.
If you use ManageWP, you can generate and deliver customer reports automatically. This helps you maintain regular contact with your customers without requiring any daily manual intervention on your part.
4. Keep your offers fresh and interesting
As your business grows, you may find opportunities to change your offerings. For example, as you gain more experience, you will often identify which services customers respond to most positively.
You may also find that some services are less popular among your established customer base. By providing more of what your audience likes, you can maximize your chances of getting additional sales.
Another important practice is to stay on top of the latest developments in the industry. This will allow you to keep track of changes to the WordPress platform, new plugins and themes, and other factors that may impact your work and the services you are able to provide to clients.
Otherwise, you won't necessarily need to add or remove specific products or services. The way you present your offers can also have a huge impact on their popularity. Sometimes update your marketing et Branding may be all that is needed to increase your appeal to existing WordPress customers.
That said, you don't want to change things too often to the point that customers get confused or don't know what to expect from you. Try to evaluate your offers quarterly. If there are any gaps in your services that you think you can fill, consider implementing new offerings. However, if yours are doing well, avoid making any adjustments that could potentially lose customers.
By regularly updating your offers, you can present yourself as a WordPress maintenance company. This can help keep your business at the forefront of your customers' minds and ensure that you are always their go-to business for managing WordPress.
5. Create a loyalty program
It's easier to sell to existing customers when they feel valued. There are many ways to make your customers feel special, including creating a loyalty program.
With a loyalty program, customers typically receive "points" every time they spend money with your business. This could involve renew their contract, upgrade their plan or purchase additional services.
Once the customer earns a certain number of points, they receive a reward such as a discount or a gift. This can provide a powerful incentive to spend more money with your business, rather than spreading purchases across multiple businesses.
When looking for new leads, it's easy to ignore your existing WordPress customers. However, if you don't regularly sell or cross-sell to your customer base, you may be missing out on valuable additional sales.
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To maximize the value of your current customer base, you can try:
- Position related products and services on your website.
- Offer packages including several products or services.
- Keep in close contact with your customers.
- Keep your offers fresh and interesting.
- Create a loyalty program.
Do you have questions about additional selling to your existing WordPress customers? Ask in the comments section below!
Image Credit: Unsplash.