It’s the last quarter of 2018! I know, I can’t believe it either. How about your revenue goals for the year?
Want a simple, powerful way to create high-value, revenue rich conversations as you go into the holiday season? Send out thank you cards, but not in a same-o-lame-o way. Otherwise, the whole thing could back fire. Here’s what I mean.
First, a reminder from marketing 101: It’s Easier to Increase Revenue with Existing Clients than Find New Ones
It’s easy, cheaper and, frankly far more satisfying, to repeat business with existing clients than to get a new one. Problem is, most entrepreneurs and business owners forget that and spend most of their marketing dollars and mindset on newbies. Hey, we all love new clients, but let’s not forget about the existing ones. Remember, YOU are an existing client to someone. Doesn’t feel to be ignored or easy tossed aside, does it?
What every client wants (and you do, too) is to be thanked and recognized. Most people are so under appreciated that even a small, authentic gesture of gratefulness goes a long, LONG way. So much so that they think about doing business with you again or referring you to someone who would be “perfect for you.”
Now enter holiday season and marketing 201: Leverage Your Thankfulness – Just Don’t be Same-O-Lame-O
Send all of your 2018 clients (more if you want), a card thanking them for trusting you to help them this year solve a problem, take care of something important, or simply being of service. Just don’t do it the same-o-lame-o way.
Ever received a generic looking holiday card from some you’ve done business that has a pre-printed message, pre-printed names and pre-addressed mailing label? Touching, isn’t it?
These cards live for about 15 seconds in my life, just about enough time for me to open them up and walk over to the trash can as I throw it away in disappoint and disgust. Rather than feeling appreciated, I’m pissed off for not truly being recognized. I spent money with you and that’s all you got? Makes me wonder if I should go back to them again. And they paid money for me to feel that good! Would have been better if they didn’t bother.
Let others do it the same-o-lame-o way so you can stand out by being personal and having some pizzazz. Here’s how:
- Make a list of your 2018 clients. The ones who love you and you would like to clone. If you don’t have their postal address, look it up online or send them an email, text or online message asking for it. For example, “Quick question! What’s a good postal address for you? I have something special I want to send.”
- Search online for a card with a graphic design (like Vistaprint, Shutterfly, Zazzle, even Staples) that truly matches your vibe and brand AND you can personalize with your photo. Make sure you’re smiling as if to say “Hey there!” Having your photo on the front or inside is a way of connecting person to person. If you have a team, do a group photo.
- Include a heartfelt message about being thankful for THEM. “Thanks for being my client” is still all about you. Try something like “As I think about 2018, I just wanted to thank YOU for trusting me to help you this year!” Yes, this is pre-printed, but it’s not all you will say so make sure your wording fits for everyone.
- Add your business contact info on the BACK side (or insert your business card when sending), but leave the rest blank!
- Once printed, take less than a minute to add an additional sentence about working with THEM this past year. Then add “I’m here for you when you need!”, sign and hand write the postal address on the envelope. This last part ensures your card will be opened with interest and anticipation!
- Mail your cards BEFORE Thanksgiving for maximum visibility and time for convos by year’s end.
Let’s say you have 80 clients on your list. This process will take you about 2 – 3 hours total and about $200. You could easily get 8 – 16 (10- 20%) response thanking you in return, which is an opportunity to reconnect and have a conversation about their current needs. And there’s revenue in them convos! That’s a small investment with a high potential reward.