Quality Above Quantity: Capitalizing on the data you already have


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What if you could combine new data with information you already have, increasing the potential for double the impact? Perhaps it’s not filed and stored, but you may already have a large data source at your fingertips- your current customers. Word of mouth can create your own data to build upon other sources.

It’s been said that keeping a customer you already have is 5 to 7 times more profitable than finding a new one. What if you could keep that existing customer and use their referrals to build your business, too? Your best assets are all the people you’ve already helped who are please with the job you did. You can use that personal connection to help create your own free marketing tool. Making sure that you ask the right questions of the customers you already have could make a difference for your bottom line.

A customer you already have is familiar with you and the services you offer. Simply reaching out to them to remind them of your name makes them much more likely to use you again rather than finding a new provider. Let them know you’re still around and that you care about your clients. One easy way to do this? Leverage sales intelligence to find new insights to the people you have done business with. Leverage a Social CRM sales application to feed you information. Doing this simple step of touching base shows you’re interested in building a relationship with your customers. Check-in every so often to see how they are doing and if their needs have changed. The personal touch and contact is what sets you apart from the dozens of other people they are blasted from daily.

Use a database to keep track of your satisfied customers and referrals. This might also be a great learning opportunity to see where things can improve and where you’re already succeeding. Your current customers and their recommendation is extremely valuable. Maybe you feel like you’ve already reached out to the majority of people you know. Instead, think about ten of your happiest customers. How many people do you think they know? How can you turn their positive experience into word of mouth marketing for you?

problems with big data

Republished with author's permission from original post.

Koka Sexton
Koka Sexton, Social Selling Evangelist and Sr. Social Marketing Manager at LinkedIn, is one of the most recognized social selling experts in the technology industry. A career in helping companies use social media for lead generation, creating new opportunities, and engaging customers. READ MORE at the LinkedIn Sales Solutions blog.


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