A few days ago, a friend who works as a community e-commerce met a problem. Because the product quality is excellent, the old customers' comments after purchase are very good. But the friend wanted to make the plate bigger quickly, so he designed a "old customer referral" activity. When an old customer recommends a new customer, 20% of the first purchase amount of the new customer will be returned directly to the old customer as a reward.
As a result, it is surprising that the referral rate of regular customers has not increased, but has declined. In fact, it is not only marketing technology, but also the art of human relations to do the old and bring the new! Under what circumstances are regular customers willing to endorse their products with their own credit? The answer is: 1. First, his friends benefit; 2. Secondly, he benefits himself. If you only benefit yourself, no one is willing to let friends know that "I earned your consumption commission". Tell your friends directly. They said that you were trying to earn my money; Don't tell me. When my friends find out, they must think that "if they earn my money, they will hide it from me". If they don't, their relationship will stink. The correct approach is to "strengthen the revenue of new customers and hide the revenue of recommenders". Here are some ways to recommend:- Turn the commission into a red envelope, and divide it equally between old and new friends.
- The commission will be changed into integral, and the integral will be exchanged for gifts.
- You can draw big prizes by changing the commission into a lottery.
- Double prize is set directly, and new and old friends will win.
- For group activities, two people fight for a group, and one person is free of charge.
1、 Three best opportunities for customers to re introduce
1. When customers buy your products. 2. When you do something for the customer, and the customer expresses gratitude or appreciation for it. 3. When your products and services are recognized by customers, you can put forward requirements for referral to customers. 2、 Three precautions for customer referral
1. The service is a little better than the customer expected. Serve the customer sincerely, and the customer will be willing to introduce you when they are satisfied. Don't belittle the power of customer contacts, and don't value customers by how much they spend. Serve customers sincerely and firmly believe that it is a matter of course to get referrals. 2. Let customers know more about the value of your products and services, so that the value of customer referrals will be more, and the success rate will be much higher. 3. Let customers get more benefits from referrals and draw up customer service plans. Designing a program to give back to customers is a good way to attract more customers to re introduce.
