How to turn a one time client into a returning client

How to turn a one time client into a returning client

Working online for the past 15+ years has taught me a lot when it comes to client relations. I've had clients from all over the spectrum from the good, the bad and the overly expecting lol. I've learned how to treat clients in a way so they are more willing to stick with me over the years so we both make more money. If your client isn't making money from your services, why are they even working with you in the first place? To help them make more money, you need to have your service increase their rankings, bring in leads, lower their CPC in ad campaigns, increase their conversion rates, increase their traffic, lessen their burden so they can focus on other aspects of their own business, and many more things.

There are thousands of service providers out there that can do what you do, so you'll need to stand out in order to keep them coming back month after month. I've recently started up an article writng service for everyone that needs it, here on SEOclerks.com and I constantly over deliver well researched content for every single client I've had so far. My content costs a little more than the average writer, but it's much better than most of the work you could purchase from others. I don't spin anything, I research each article if needed, I write more content (word count) than what is purchased and I do all of this because I'm trying to turn every client into a returning buyer. I've already built multiple relationships with website owners searching for high quality content, and it's all because I do everything I can to make sure they love what they are getting. If you're not over delivering, you're not doing it right.


Now how exactly do you turn a one time buyer into a returning client? Well, there are many ways to do this and I will cover the main ones within this discussion for you


Talk to them like actual people, not check books
People want to see that you're an actual person they are talking to, not a robot. I'm not talking about an actual robot that has automated responses, I'm also talking about a human robot that sounds like they are reading off of a script each time they are talking over the phone or through an email.

Be genuine with your clients and they will respect you more. If you think that there will be a delay later on during the work period, let your client know that. I usually let my clients know if there might be a delay, and I do it a week ahead of time so they aren't surprised if it does happen. I try to do everything I can in order to not have a delay, so when the time comes that I say there might be one and there isn't, my clients know I'm doing everything I can to not push back the deadlines I set. This increases trust because they know you're doing everything you can in order to get the job done for them. This will ensure that you get some people coming back time and time again for your services


Always over deliver
This is the main thing you can do as a service provider is you want to turn one time clients into returning buyers. I've over delivered everything that I've ever done for a client and it works very well at turning them into returning buyers. When I started my article writing service I knew that I was going to over deliver everything before I ever submitted my service on SEOclerks. My lowest word count article for purchase is 500 but I knew that I wasn't going to deliver anything under 750 because even though it's only an additional 250 words per article, it means a lot to first time buyers.

You can over deliver on most services, digital and physical, because there's always something extra you can do. If you're an article writer like myself, write more content for your clients. If you're an SEO service provider, throw in some additional links that aren't in the service description. If you own a tire service center and someone purchases 4 tires from you and has you install them, throw in a free rotation service to save them money.

Giving away something that doesn't cost you much will show that you have your clients best interests in mind, and they will keep coming back.


Give them a returning discount
When you're running a physical or digital service that is a one off service, you can still get people coming back time and time again by offering some sort of discount code. Let's say you have a web design service and someone says they have 3 sites they need designed, you can have them pay full price for the first site, 15% off the second design and 25% off the 3rd design if you want.

The same goes for physical services like if you were selling clothing. Obviously the discounts would be slightly different because your profits per sale would be less compared to a digital service which only involves your time and knowledge, but it still works. You can offer clients a BOGO deal or give them some sort of frequent buyers card where they get a stamp for each purchase. After they get enough stamps, they get a free item or a large percentage off of their entire order.

People love discounts and if you offer them the right way you will notice a lot of returning clients


Offer them some free services
When it comes to freebies, new clients will love hearing "We can give you an additional service at no extra charge so you see better results within the rankings" or "We can give you a free tire rotation with every purchase of 4 tires". It works with every type of service out there as long as you're giving away something that they will like but doesn't cost you too much money.

You'll want to give away something that doesn't break the bank because you will still want to profit from every client. Giving away too much in the beginning will make them think that you're always going to do this for them, so try to limit it in the beginning.

The bigger the item or service, the more you can give away for free. For some of my bigger SEO and Content clients I will give away something equivalent to half the price of what they are purchasing. I can do this because it costs me only a little bit of money sometimes and all I have to invest after that is my time. For physical services it will be a little trickier to offer up some free services or products because you need to give something away that the client will like, but you can't give away your premium stuff.

If you can figure out a good freebie to give away to your clients, you will see them coming back time and time again


Offer them a percentage off for each referral
By offering you clients a referral bonus or discount you will not only be giving them money off their services, you will be creating buzz about your services because you now have people trying to refer friends, family and colleagues in order to get a percentage off.

You can tell your clients that you will give them 20% off their services for each client they refer or you can give them 20% commissions from any sale they refer. You can even do both, give them 20% off for each client they refer and then give them a 20% commission after they are already getting their own services for free

Now this only works if you've done the other things I've mentioned in order to turn your one time clients into returning clients because no one will want to be pitched a sort of affiliate system after their first purchase lol. Offer this to clients who have purchased at least twice because you know they like your services and may be willing to spread a good word about you



In Conclusion:
Over delivering for your clients, offering good discounts for returning clients, giving away freebies and referral commissions/discounts will all help you in building your client list. Some people will latch on to one or two of these tricks, and that's perfectly fine because not everyone can do all of these for their clients. Pick which one works best for you and tweak it to work as best as it can for your company. In a short amount of time you will notice that your clients will be coming back for 2, 3, or even 50 more orders



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Thanks!

Razzy