How to use your existing customers to attract new business

Debbie says: “Your existing customers are already out there talking about your business so make that impact go further by asking your customers to like and share your social media posts so that they reach their wider network. A great way to track the effect of word of mouth is simply to ask people who use your business how they heard about it, so you can see who is recommending you to their networks.”

Debbie says: “These days most people look at reviews and ratings of a business before they decide to buy from them, so it is really important that your business is on the relevant review platforms for the industry you are in. That way you will be part of that research and purchasing decision by any prospective new customers. A great way of getting your existing customers to help you be part of that process is simply by asking them to review you.”

“If they have made a purchase from your business, send them a link to the platform you want the review to be on and ask them to provide a review or to rate your business or service. That way you will grow the number of reviews that are on there, and as they build up, you will be able to use these in your marketing. You may be able to say that nine out of ten customers recommend your business, for example, or that your customer service has an average rating of 5 stars. Things like that really start to build the credibility of the business and showcase why customers like your business.”

Debbie says: “You can use referrals to incentivise your existing customers to help grow your business. Businesses such as gyms, for example, can invite existing customers to bring a friend for free, and if that friend signs up, your existing customer gets a reward such as discount.”

Debbie says: “Testimonials are a really impactful marketing tool. Decide which customers you would like to feature across your marketing and ask them to tell you what they think about your business and its products or services. Testimonials don’t need to be long – 2 to 3 sentences of why they like your products or services. It helps to build trust and statistics show that
putting testimonials on the key purchasing pages of your website actually increases conversion. Google algorithms also love testimonials, which means that websites that use testimonials are likely to see an increase in traffic compared to businesses which are not. They are a great way of showing prospective customers why your existing customers like to work with you and showing the value you can add.”

Debbie says: “Having case studies of your existing customers that show what problem they had, why they chose to work with you, what solution you offered their business and what results you achieved for them is a really powerful way of demonstrating the value your business has to offer. Case studies really build up trust.”

Debbie says: “This is a great way of showing how your business is growing in the market. You can highlight data points such as nine of the ten top businesses in your industry work with you; or ten new customers joined last month; or you have sold over 100 products in the last week; or 95% of your customers buy from you again. It all helps build credibility amongst potential customers.”