When it comes to your business, offering customer discounts is an investment in future returns for repeat purchases. Customer discounts:
- Make customers feel valued.
- Encourage additional repeat business.
- Provide a great excuse to make frequent and recurring contact, keeping your company on customers' radar.
- Can be tied to just about any reason or season.
Action Steps
The best contacts and resources to help you get it done
Use frequent buyer cards
One of the most popular and inexpensive ways to reward repeat customers is with frequent buyer cards, such as "Buy 10, Get One Free".I recommend: Purchase low-cost punch cards from Business Card Source or Grip Marketing.
Use loyalty cards
Loyalty cards let you reward regular customers for repeat visits with discounts, cash back or store credit.I recommend: RepeatRewards.com offers customer loyalty programs designed specifically for independent retailers and small businesses. Custom loyalty cards that give customers a discount on purchases are also available from Arthur Blank & Company and Duracard.
Offer birthday discounts
Let repeat customers know you care with a special birthday discount. Collect customer addresses, email addresses and birthdays (or just the month of birth to protect privacy). Mail a "Happy Birthday" postcard or email a printable coupon that can be redeemed for a discount.I recommend: For postcard design, download free templates from the USPS, Postcard Services or Postcard Builder. Design, send and track email coupons with Elite Email Marketing. Get automatic reminders of customer birthdays with contact management software, such as ACT!.
Establish referral reward programs
Ask customers to refer others to your business and offer discounts in return for these leads. For instance, for every three referrals that result in a sale, offer percentage off on merchandise or services.I recommend: Download a customer referral list from BusinessOwnersIdeaCafe.com or create an online refer-a-friend form using Logiforms.com software.
Host exclusive sales
Hold invitation-only sales for your repeat customers. Give loyal customers the first shot at discounted merchandise by inviting them to preview and purchase items the night before a general sale begins. Online retailers can offer special discounts to repeat customers by emailing coupon codes that can be redeemed during checkout.I recommend: Find industry-specific business invitations at InvitationConsultants.com or select from dozens of email invitation templates at Constant Contact. Online shopping cart software, such as MonsterCommerce.com, lets customers enter coupon codes to receive discounts during checkout.
Tips & Tactics
Helpful advice for making the most of this Guide
- A little good will can go a long way — display an "attitude of gratitude" when redeeming discounts.
- Don't fret about discounts cutting into profits; repeat business means increased sales regardless of discounts.
- Show good faith when providing special offers — don't haggle with customers over promotions; use every conflict as an opportunity to connect with customers and gain repeat sales.
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