Jay Abraham once said wisely that to grow your business, you will need to focus on these 3 things:
- More Customers
- Higher Transaction Value
- More Transactions from Existing Customers
I think too many of us focus on the first point. How do I get more customers? More traffic? Not enough people focus on the rest — getting higher conversions, higher upsells, better retention, customer reactivation campaigns, etc.
Your most valuable customers are your existing customers. It has been said that it costs 5 times more to make money from a new customer that doesn’t know you than from an existing customer. So why make the battle harder? Especially when you can use Infusionsoft to do the job for you.
So, if you are using Infusionsoft, here are 3 ways to grow your business even more.
This is Jay’s number 2 point — higher transaction value. You should be offering some kind of upsell. If not, you are leaving a lot of money on the table. You can use Infusionsoft to help you determine which product to present on your upsell. You will need obviously more than one product for this to work. If they bought Video A and Video C, but not Video B, then you can offer that as your upsell.
2. DIRECT MAIL
These days, it’s getting more difficult to get attention even with emails. So why not set yourself apart by using direct mail? It’s unlikely your competitors are using it. You can use Infusionsoft to automatically send out a postcard with a personalised URL (this can be automated) which leads them to a thank you page and an offer.
3. SEQUENCE SPLIT TESTING
Do you know how well your sequences are performing?
What I like to do is set up 2 sequences in a campaign which have the same goal (to get a sale) and see which one results in greater sales revenue (rather than number of sales). When the contacts go down the funnel, you can split them 50/50 and tag them appropriately (e.g. Sequence A and Sequence B). When they purchase, you can send out an HTTP post so that the sales amount get tallied automatically. By the end of the experiment, you’ll know which one’s performing better and you can continually experiment to see which ones give you better results.
BONUS: CUSTOMER REACTIVATION
If you run a continuity program, after they cancel, you can automate a customer reactivation campaign where you can offer them a little something special to entice them back. It’s very easy to implement — you just set up the trigger, write a few emails, and set up a link to a payment page. Boom. You’ve got yourself another source of revenue. People cancel all of the time for different reasons and an offer is all that’s required to bring them back.
In case you don’t have any kind of continuity program running, I would encourage you to implement one in your business — it can be a bit more difficult to get customers onto one but definitely worth it a hundred times over!