Let me ask you a
question: do you think it is easier to sell your product or services to a
complete stranger or to a person you have had contact before; whether it's an
email conversation, forum participation or even an existing customer
relationship (i.e. He has bought something from you). Without doubt, it would
be harder to sell to a total stranger who does not know whether or not you are
an honest seller, and whether or not they should trust your words and believe
that your product or services will truly benefit them.
This is
precisely why you should build up a customer base -- a group of people who
trust you and will most likely buy a product that you offer to them. This will
ensure that you have a recurring and consistent source of income. When you
release a product or make an endorsement, you have a group of people always
ready to hear what you have to say.
There are
several sources that you can tap into to start building a customer base. For
example, you can participate in an online discussion forum and give advice and
help for free. It won't be long before people start to recognise your name and
stop and listen everytime you have something to say. You will become a valuable
friend and teacher, and gain the trust of these people. Would you buy something
your close friend recommends?
Another way to
build a customer base is to build a mailing list. There are a gazillion methods
to collect subscribers, but when it's boiled down to the very essence, it's all
about proving your value to the crowd and offering an incentive to make people
become part of your mailing list. A typical example would be a website
choke-full of freely available, helpful and quality articles on a certain
subject plus a "special report" that can be downloaded for free
provided you give your email address. The rich content provides value, and the
"special report" is the extra incentive.
Yet another
source for your customer base, which is often forgotten, is your existing
customers. If you bought this product from this particular person and he
answered patiently to your every question, would you buy from him again in the
future? Definitely. When a customer has given you his money, that's not the end
of the affair because by keeping in touch with him and developing a flourishing
relationship with him, you will have a lifetime source of income.
Imagine if 100,
1000 or even 10000 customers are waiting to grab your newest products even
before they are released! Hence, it's vital to build a customer base because it
simply saves a lot of time and effort.