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Как заставить клиента купить у вас снова

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Идеальная история для каждого бизнеса — это клиент, который возвращается. Сегодня мы рассмотрим, что можно сделать, чтобы стимулировать к этому покупателей и какие методы использовать.

В чем главная ошибка? Современный бизнес перестал ценить длительные отношения. Многие интернет-магазины, доводя клиента до покупки, оставляют его в покое. Таким образом, бизнес постоянно платит за привлечение новых клиентов, хотя база имеющихся уже есть.

Важно оценивать пожизненную ценность клиента, а не только тот факт, что он заказал у вас один раз. Необходимо обслужить клиента так, чтобы он даже невольно рассказал о вас друзьям, конечно, в позитивном ключе.

Чем удержать и повторно привлечь клиента?

1. Пакет вместо одной услуги. Помимо стандартного обслуживания клиентов эффективнее предложить им свои услуги пакетами. Например, салон красоты. Услуга пакетом — это оригинальный подход в этой сфере и долгосрочное обязательство. Салон красоты однозначно получает и прибыль, и достаточно клиентов, которые придут снова.

 

 

 

 

 

 

 

2. Партнерская или бонусная программа. Мало просто создать сообщество в социальной сети — нужен «клуб по интересам», причем такой, где у участника будут очевидные выгоды. Вы наверняка слышали или знаете о бонусных милях. В «Аэрофлоте» это развернутый список партнеров, которые за приобретение их услуг начисляют мили. Такие есть в различных сферах.

Например, «Клуб Эльдорадо». Здесь все строится на ожидании того момента, когда клиент сможет купить что-то за свои бонусы, не потратив при этом ни копейки. Создается впечатление халявы, хотя ранее было потрачено немало.

3. Подарочные сертификаты. Библиотека курсов «Нетология» предлагает подарить открытый доступ на месяц. Этим скорее может заинтересоваться тот, у кого такой доступ уже есть. Оформить можно ко Дню Рождения, 8 марта, 23 февраля, Новому году и т. п. Подарочные сертификаты и возможность дарить ваши товары или услуги также хорошо работают на повторные продажи.

4. Полезные и выгодные рассылки. Тем, кто уже что-то купил, магазин техники MOYO присылает лайфхаки и интересные факты об электронике совместно с «секретными скидками». Это тоже своего рода «закрытый клуб», но в нем состоят все клиенты, совершившие хотя бы одну покупку. Рассылка осуществляется с именной почты. «Задержаться» в сознании клиента можно именно такой рассылкой.

5. «А за что? — Просто так!». Вы можете награждать тех клиентов, которые совершают уже третью или четвертую покупку. Но этот подарок должен быть без подтекста. Просто покажите, что клиент вам дорог и не «впаривайте» очередную скидку на следующую покупку.

6. VIP-персона. Если в вашем бизнесе это уместно, и вы продаете что-то крупнее и интереснее, чем бытовая техника или товары для дома, создайте особую касту VIP-клиентов. Предлагайте им этот статус или наделяйте после определенной потраченной суммы.

«Приват-Банк» предоставляет владельцам карты Gold не только преимущества в консультациях и обслуживании, но и другие услуги банка. Карта создана для того, чтобы клиент вернулся и воспользовался другими предложениями. Клиент должен видеть, чтобы это выгодно в первую очередь ему, а не вам.

7. Легкий возврат (! наша тема). Помните, что повторная покупка после возврата возможна тогда, когда возврат был осуществлен без вопросов. Ваши цены могут быть не самыми низкими, но сервис должен выгодно отличаться от конкурентов. Установите правило, в соответствии с которыми ваш клиент может вернуть товар в течение установленного времени без лишних проволочек. Предварительно изучите этот вопрос, поскольку такая возможность выгодна не для каждого бизнеса.

8. Превышение ожиданий. Будьте лучше, чем обещали. Например, ваш клиент сегодня сделал заказ. Во время общения по телефону пообещайте доставку через два дня. Если покупка придет на следующий день, покупатель будет приятно удивлен. Такое обслуживание привлекает и может касаться не только доставки.

9. Приятные мелочи (вполне можем!). В каждую посылку для клиента добавляйте небольшой подарок. Например, он заказал в вашем интернет-магазине формы для выпечки, добавьте силиконовую прихватку. Если у вас купили доску для сноубординга, не обязательно добавлять бонус в виде креплений или дорогостоящей защитной маски. Будет достаточно упаковки витамина С как напоминание о том, что важно беречь свое здоровье.

Yves Rocher прилагает подарок к определенной покупке, который клиентка может выбрать сама.

10. Красивая обертка. Разработайте дизайн упаковки для своих товаров. Если вы продаете стильные аксессуары, товары ручной работы, бижутерию, это необходимость. Женщины любят не только красивые сережки и колечки, но и фотографировать упаковки, выкладывая в Instagram или «ВКонтакте». А это реклама. Мужчины таким, может, и не займутся, но стильную упаковку также способны оценить. Пример упаковки с сайта Mirabi.com.ua:

11. Больше чем просто товар. Rukodelie.ru — это интернет-магазин, форум, подборка статей и социальная сеть с голосованием за лучшие работы. Кроме того, проводятся клубные встречи с мастер-классами в разных городах. Магазин дает товары, знания и общение. Этого достаточно, чтобы клиент приходил снова и снова. Такую форму коммуникации можно использовать в товарах, которые используются для хобби — рыбалка, дача, выращивание растений и т. п.

12. Сервисное обслуживание (это точно про нас). Если вы будете и продавать товар, и ремонтировать его при надобности, потребность в вас будет будет выше. Кроме того, это хорошо влияет на репутацию — в вашей команде не только «теоретики», но и «практики».

13. Станьте незаменимым. Если в вашем бизнесе есть вы и менеджеры по продажам, не скрывайте свою личность. Люди неохотно меняют врача, юриста или психолога, потому что такие специалисты знают много интимного о клиенте. Такой подход хорошо работает с товарами для красоты и здоровья, где клиент в любом случае поделится своей «болью». А если вы знаете слабости и потребности клиента, вы можете его удовлетворить и утешить.

Выводы

Склонить клиента к повторной покупке несложно, но для этого надо работать сразу по нескольким фронтам — стремиться изучить свою аудиторию, создавать сообщества, формировать спецпредложения. В первую очередь, учитывайте, что покупатель — это не только деньги в обмен на товар — это человек, который любит внимание и приятные неожиданности.

Розы. Осенний фотоотчет

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Сегодня солнечное утро 30 октября. Выбегая на работу, не смогла удержаться, чтоб не пофоткать некоторые экземпляры)…

William Morris

William Morris

Skyline

Skyline

Belle Perle

Belle Perle

Vin Rose (Giraldo)

Vin Rose (Giraldo)

Анастасия

Анастасия

Cappucino

Cappucino

Индиголета

Индиголета

Гейша

Гейша

Falstaff

Falstaff

Falstaff

Falstaff

Nahema

Nahema

Королева Елизавета ("сухумская дворовая")

Королева Елизавета («сухумская дворовая»)

Rhapsody in Blue

Rhapsody in Blue

Как правильно просить повышения зарплаты.

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зарплата

На Западе периодическое напоминание руководству о прибавке к зарплате — элемент трудовой культуры. В России же работников, инициирующих разговоры о повышении оклада, часто воспринимают как выскочек. Но что же делать, если объёмы работы растут, а руководство не спешит обрадовать известием об увеличении заработной платы? Главное – совладать с эмоциями и тщательно продумать аргументацию.

Исследовательский центр рекрутингового портала Superjob.ru совместно с руководителями отечественных предприятий и организаций узнал, какие доводы помогут добиться повышения оклада, а также проанализировал самые распространённые ошибки, совершаемые в такой ситуации работниками.

Новый жанр. Депресняшки.

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В Ростове холодно и осень, представляю новый жанр:

Депресняшки

можно погуглить, там еще много, выбираю то, что мне лично нравится…

осень наступает
дождик за окном
антидепрессанты
омномномномном
© макс колесник

бледную поганку
выловил в борще
ты меня не любишь
милая вапще
© SergRomich

ничего не стоит
институт семьи
алексей уходит
к глебу от ильи
© Шел

не хотел на елке
оказаться лось
но камаз навстречу
и ему пришлось
© Шел

не найдут утята
маму в камыше
потому что мама
крякнула уже
© настя

в холодильник влезу
не люблю жару
между синих куриц
лягу и помру

© неизвестен

осень наступила
в средней полосе.
а на юге лето.
всё. рыдайте все.
© ветер