Business Tips 5 min read
17 Sep 2021

Rethinking Acquisition? Here’s A Quick Guide To Market Products To Existing Customers

Want to know the easiest way to set your sales and revenue on fire?

Sell more to your existing customers.

Because they already know about your brand and the products. So, it’s much easier to sell your products to existing customers. Instead of marketing to new prospects.

Whenever we talk about marketing, our focus is often on marketing to new customers rather than existing customers.

Did you know that marketing your products to current customers can generate an amazing response?

Here’s why:

The chances of selling to current customers are between 60% and 70%.
The chances of selling to a new customer are between 5%-20%.
Existing customers are 50% more likely to try a business’s new product.
Businesses’ current customers are likely to spend 31% more on average order value.
9% of brands lose customers to the competition when they don’t focus on customer retention.
Repeat customers generate 65% of a business’s revenue.
The cost of acquiring new customers is 5 times higher than retaining an old customer.

So, what do you think is a better option?

Customer acquisition marketing to get new customers?

Or marketing to existing customers?

Marketing to an existing customer is not only easy but also cost-effective. You don’t have to spend a fortune to market your products to your existing customers.

In today's blog post, you will learn how to market to your existing customers in the most efficient manner.

Let’s start…

6 Simple Strategies To Market Products to Existing Customers

1. Introduce A Loyalty Program

The best way to keep your customers coming back to your store!

Did you know 46% of customers spend more after joining a loyalty program?

Who doesn’t want their customers to spend more at their store, right?

Loyalty programs can be free or paid. These programs offer special deals and discounts to the members.

A paid loyalty program requires a deposit by the customer to avail of certain benefits. For example, a customer pays $40 for a loyalty program. He can then enjoy free delivery for the entire year and flat 10% off on all the products.

In a free loyalty program, customers don’t have to pay anything. They sign up for the program and receive points for shopping from the business.

The more they shop, the more points they earn. Customers can redeem these points to shop or get discounts and deals from the business.

Loyalty programs give a strong reason to customers to revisit the store. They get something in return for spending their money. Sometimes they get free shipping, discounts, or even free goodies.

The next thing you can do is...

2. Create And Shoot A 'Win-Back Campaign' Email

Emails are the perfect and personalized channel to connect with your current buyers.

You can use the win-back campaign to bring back customers to your store. In this campaign, you need to understand the position of the customer in the sales funnel.

Since we are talking about existing customers. It means they’ve bought once from the business. And you want them to return to the store.

With the right marketing message and offers, you can make that happen.

Let’s see how it’s done:

The first step is to set up an email for customers who’ve shopped once from you. Your goal is to remind first-time customers about you.

Send the email 30 days after delivering their first order. If the customers place a second order before 30 days, remove their emails from your list.

Now, let’s talk about the content of the email that you’ll send to your customers.

You must send four emails to your customers to market your products:

Email #1

In the first email, you provide product recommendations to the customers.

You will show them products similar to their previous purchases, best sellers, and limited edition products.

This email doesn’t include any discount codes or coupons. The aim of this email is to remind the customer about the business and not drive sales.

If pulled off correctly, it can generate traffic to the store. But, if the customer doesn’t respond to the email, you must send him another email... Actually, 30 days after sending the first email.

Email #2

This email is to entice customers to shop from you. You will only send it to customers who didn’t respond to the first email.

In the second email, you need to provide an incentive to the customer. You can offer FREE SHIPPING or a small discount like 5% or 10%.

Email #3

After 30 days of sending the second email, you’ll send a third email to customers who didn’t respond.

In the third email, you must offer another incentive that will be higher than the previous one.

For instance, if you previously offered a 10% discount code, you must increase it to 25%. Or you can also offer FREE SHIPPING combined with a discount.

This email will be hard to resist by your customers, and they’ll run to your store.

But what if they still don’t pay a visit? That's not a problem.

Just send another email...

Email #4

In this email, you should not include any offers or promotional deals. You must send this email to your customers 120 days after sending the third email.

If the customer doesn’t visit your site or interact with you, you must send him a survey. The reason behind it is to understand why the customer isn’t willing to shop from you again.

After sending the 4th email, you should remove inactive subscribers in the last 60 days.

Phew… quite a long strategy, isn’t it?

Well... let's move on to the next strategy!

3. Emails Or SMS Sign-up Coupons

Email marketing is a great way to cut through all the noise and market your products to prospects. You can send personalized offers to your customers via email.

But, to send the emails to your existing customers. You need to make them share their emails with you. And how can you do that?

It’s pretty easy, especially with Debutify!

Debutify offers a newsletter pop-up feature to the store owners. This feature, combined with a tempting offer, ensures that visitors don’t exit your website, without sharing their emails.

You can also offer a discount code to customers for subscribing to your newsletters. You will not only get to market your products to them. But also make them excited to shop from your store.

You can apply the same strategy through SMS. Give an incentive to the customer for sharing his mobile number. And then, you can market your products via SMS.

Do you know you can market your products to customers in your eCommerce store too?

Wondering how it’s done? Keep reading…

4. Master The Art Of Cross-Selling And Up-Selling

An enthusiastic store owner never misses an opportunity to sell more to customers.

When the customers are at your website, do not give up marketing your products to them.

No, you don't need to flash your product images and force the customers to buy them. There’s a better way of doing that!

Thanks to the tried-and-tested techniques of cross-selling and up-selling. Let’s discuss both techniques:

Cross-Selling

Cross-selling is the tactic to show items that complement your customer’s order. For example, your customer adds knives to his cart. You can show him cutting boards, Tupperware, knife stands, etc.

Let’s take one more example:

Suppose your customer orders a cellphone from you. You can show him a cellphone cover, earphones, dust plugs, etc.

The aim of cross-selling is to make the customer buy more from you. You must show the items that complement his purchases, or else it won’t work.

Up-Selling

Up-selling means suggesting a pricier version of the item he wants to buy. For instance, your customer wants to buy 100 ml perfume for $150. You can suggest him 175 ml perfume for $200.

The customer will not mind spending some extra dollars on getting more quantity.

One way to do that is to use Debutify's Cart Upsell Add-On where you can display upsell products to increase the order value.

Let’s check out another strategy…

5. Release New Items On Schedule

If you sell various products at your store or add new products frequently, this tip is for you.

Try fixing a day or a date to launch new products on your website. For example, an online bookstore can add new books each Friday or the 18th of each month.

When the customers know the day or date of your upcoming releases, they’ll look forward to paying a visit!

And make sure, before the fixed day or date, you ignite the excitement by sending emails. You can also release teasers, and show sneak peeks of new products on social media platforms!

Customers (most of the time, if not always!) check out the new products from their favorite brands. Even when they have no intention of buying them, but...

If you play your cards right, your visitors will convert into customers without a hitch.

6. Convert More Of The Traffic You Have

Do you get a considerable amount of traffic to your Shopify store?

Yes? Hurray!!!

Start converting the one present at your store.

I am not asking you to stop your marketing efforts to attract new customers, NO. Continue doing that because new customers help the brand grow.

But, it shouldn’t make you forget about your current customers and site visitors. Make sure you give them a mind-blowing experience at your online store. And offer your unreserved help to them.

Go Above And Beyond For Your Existing Customers...

Sounds cliché, but trust me this simple principle works wonders for an online business.

Any business can sell its products to customers...but it takes more than a sale to build strong and long-term relationships with the customers.

If you want your existing customers to keep running back to you, ensure to keep them happy.

And the first step to do that is…

To provide them with an exceptional shopping experience at your online store. With Debutify, it becomes a lot easier and more effective!

So, what are you waiting for? Combine the above-mentioned strategies with Debutify's 50+ high-converting add-ons to transform your Shopify store into a money-minting factory!