If you run a website hosting business, you already know the
challenges in the business. Thousands of competitors are just a click
away, ready to undercut your price.
Potential customers see hosting as a commoditiy and
shop by price. Several directories like Hostreview, Acehosts and
Hostindex make it easy to comparison shop.
How can you get more profits from your business under these conditions?
FIRST, GET THE CUSTOMER
Calculate the lifetime value of your customer. For
example, let's say the average customer stays with you for 15 months
and pays 16.95 a month. That means their lifetime value to your company
is $254.25. So every customer you acquire makes your business (on
average) $254.25.
If a visitor comes to your website, then leaves to
comparison shop, you have more than likely lost that sale. Have you
invested in sales copy that compels your visitors to buy from you? Does
your website help him to see that you are the best choice for his
situation? Showcase your credibility, guarantee services and offer
incentives to try your service. Make it easy to buy from you.
NEXT, KEEP THE CUSTOMER
Because each customer is hard-won and the value of the
customer is so high, you'll want to make sure you have the support
services that keep your customers happy.
Once a customer leaves you for another website host,
he's gone forever. You probably already make customer service a
priority, with email answered in a timely fashion and well-trained
technical support. Go the extra mile. Don't wait for customers to
contact you. Ask your customer how you're doing.
THEN, SELL MORE TO THE CUSTOMER
The customer has already bought from you. There is
familiarity and trust. You can easily offer complimentary items to your
current customer list.
The major concern of your customer is how to succeed
online. It's easy to offer online marketing tools, ebooks and
additional services. It can be as simple as joining an affiliate
program for an item your customer may need, then making him aware of
the item.
Focus on these 3 areas, getting the customer, keeping
the customer and selling more to him. You'll enjoy higher profits in
your website hosting business.
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