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How to turn an one-time browser into a long-term shopper

HavertysHow many times have you browsed in a store, decided to think about the purchase, and then completely forgot about it?

Furniture store Havertys has their sales reps write down the items that a customer is looking at, and then sends them a follow-up email (with their permission, of course) with links to those items.

It’s a simple, elegant, and well-executed technique to build a long-term relationship with what might be a one-time visitor.

Here’s why it works: It provides genuine value to the customer. We’ll trade our email address for useful information — but we’ll run away if you try to force useless advertising on us.

Lesson: Don’t let a customer walk out the door without getting permission to continue the conversation.

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