Category: Client Retention

Prepare for Lift Off!

Posted on by Daron Stenvold

Last time I gave you a laundry list of tips and tricks you can use to make your word-of-mouth program work for you. Hopefully, you’ve taken a look and decided which ones are the best fit for your company, products, services, and target customers, so you can put them to work in your word-of-mouth campaign.

We are going to wrap up this series on word-of-mouth, where we give you the specific steps to create a word-of-mouth campaign.

Now, let’s take a look at those steps:

  1. Seed the market. Find some way to get the product into the hands of key influencers.
  2. Provide a channel for the influencers to talk and get all fired up about your product.
  3. Offers lots of testimonials and other resources.
  4. Form an ongoing group that meets once a year in a resort and once a month by teleconference.
  5. Create fun events to bring users together and invite non-users. Saturn, Harley-Davidson, and Lexus have all been successful with this approach.
  6. Develop videos and clips on your Web site featuring enthusiastic customers talking with other enthusiastic customers.
  7. Create custom Videos for each potential customer.
  8. Hold seminars and workshops.
  9. Create a club with membership benefits.
  10. Pass out flyers.
  11. Tell friends.
  12. Offer special incentives and discounts for friends who tell their friends.
  13. Put the Internet to work.
  14. Do at least one outrageous thing to generate word-of-mouth.
  15. Empower employees to go the extra mile.
  16. Encourage networking and brainstorm ideas.
  17. Run special sales.
  18. Encourage referrals with the use of a strong referral program.
  19. Use a script to tell people exactly what to say in their word-of-mouth communication.

These are all amazing ways you can get the word out about your products and services and start a word-of-mouth campaign that takes on a life of its own. Before you can release your word-of-mouth campaign out into the world, you need to go through the checklist to make sure you’ve covered all the essentials.

Here’s your word-of-mouth campaign checklist:

  1. Are all of your communications sending the same simple message? If it can’t survive word-of-mouth, it’s not a compelling story.
  2. Is your product positioned as part of a category? Ex.”A dandruff shampoo that doesn’t dry your hair.”
  3. Are your examples outrageous enough to be shared?
  4. Do you enhance your materials with success stories from real people?
  5. Are you using experts effectively and in an objective manner?
  6. Have you created mechanisms so people can follow up on the word-of-mouth they hear, as well as simple ways of inquiring or ordering?
  7. Have you made the decision process easy for customers?
  8. Have you created events and mechanisms so that your prospects hear about your product once a year and it is easier to try or buy?

These are all essential elements to take. Keep in mind when taking a second or even third check over your word-of-mouth campaigns. I hope you’ve found this series on word-of-mouth to be a great resource and are getting ready to put it into action for your own products and services.

Remember, if you need help with anything in this series, try our GUIDED TOUR to access the best resources, tools, and business coaches you can find.

Search & Implement

Posted on by Daron Stenvold

People only remember the extraordinary, strange, wild, surprising, and unusual. You need to make sure your ideas and marketing reflect these reactions. This does not mean you have to have a product or service that is completely out of the norm, in fact, this could easily drive customers away. You need to have a product or service that is high quality and easily marketable, then you need to market it as extraordinary and new.

As you research word-of-mouth, there are some questions you need to ask along the way:

What are the users willing to tell the non-users?

  • Exactly how do your customers describe your product?
  • What are the non-users willing to ask the users?
  • What are the things they need to know but are unwilling to ask?
  • What happens when these issues are raised?
  • Exactly what do your prospects have to know to trigger purchase?
  • Exactly how do your customers answer the objections, concerns, and qualms of your prospects?
  • How do your customers persuade their friends to use your product?
  • How do your customers suggest they initially get to know or try your product?
  • What warnings, safeguards, tips, and suggestions do your customers suggest to your prospects?
  • Are your sales messages, positioning, and important facts about your product getting through and surviving word of mouth?
  • What messages do you need to inject into the marketplace to turn the tide in your favor and how will you deliver them?

There are two main reasons why word of mouth research is so important:

  1. To get the real impression and feedback from customers
  2. To define word of mouth itself and the concept it creates

There is a simple formula that can help you conduct your word-of-mouth research. It is called the “2-2-2” model.

2-2-2- Model

What this breaks down to is:

  • 2 groups of customers
  • 2 focus groups of prospects
  • 2 mixed groups (enthusiasts & skeptics)

In these groups you need to ask the following questions:

  1. What would you tell a friend?
  2. How would you persuade a skeptic?
  3. What questions would you anticipate from a skeptic?
  4. How would you answer their objections?

The best way to conduct these groups is by teleconference. This ensures you will get a good variety of demographics for your customers and potential customers. It also allows people to feel safe and more able to express their true feelings. These teleconferences should not be conducted by you, but by an independent party to avoid adding pressure to the situation.

We are going to transition a bit and talk about how to construct a word-of-mouth campaign. First, we will talk a look at the essential ingredients you need to put together a campaign. These ingredients are:

  • A superior product.
  • A way of reaching key influencers in your marketplace.
  • A cadre of experts willing to bat for you.
  • A large number of enthusiastic consumers.
  • A way of reaching the right prospects.
  • One or more compelling stories that people will want to tell to illustrate your product’s superiority.
  • A way to substantiate, prove, or back up your claims and how the product will work in the real world.
  • A way for people to have direct, low-risk experience, a demo, sample, or free trial.
  • A way of reducing overall risk, an ironclad guarantee.

Once you have those ingredients ready to use, you should consider the situations in which your company can benefit from a strong word-of-mouth program. Some of these situations are:

  • When there are credibility problems
  • When there are breakthroughs.
  • When there are marginal improvements.
  • Where the product must be tried in large numbers or over time.
  • Where there is a high risk in trying the product.
  • With older or mature products that have a new story that people tend to ignore.
  • With unfair competitive practices such as spreading rumors or telling lies about your product.
  • When there are governmental or other restrictions on what you may say or claim directly.

While most of the word-of-mouth tactics are positive for your word-of-mouth program, there are a few products to avoid using in this program. They are:

  • Products where a seminar would not provide meaningful added value.
  • Products that cannot be tried and where there is no consensus among experts.
  • Products that are clearly inferior, without having a compensating superiority for similar products.
  • Products that are so personal or emotional that rational discussion is irrelevant to the decision.
  • Products where the decision value is so small (low price/low volume) the medium will not be cost-effective.

This wraps up this post on word-of-mouth research and how that research can be used when putting together your word-of-mouth campaign. If you need help with the research and a plan to use the results of that research, try our GUIDED TOUR to get all the help you need with our top-notch resources and tools.

WOM Meets Customers Head-On

Posted on by Daron Stenvold

Today we’ll cover the idea of shortening your customers’ decision-making process with positive word of mouth. There are essentially 5 stages in the decision-making process.

They are:

  1. Give the product a chance and transition from a “no” to a “maybe”.
  2. Check out the options and investigate the different products available.
  3. Observe the product to check for potential benefits, features, and operations to see if there is a fit with their needs.
  4. Become a customer and purchase their first item. They will be discriminate with their first product as they form their opinion of you.
  5. Purchases again and starts spreading positive word of mouth as an advocate of your products.

So, let’s take a closer look at each one of these.

From “No” to “Maybe”

This stage is really important because if your potential customers don’t even take a second look at your products and services, then you have no chance of sealing a deal. This is why you need to offer credible information and well-thought-out pricing, guarantees, and incentives.

Investigating Your Products

At this stage, they are taking a closer look at your product line to see if there is actually anything that could benefit their life. This is where you need to make sure your hard information is right out there in front for the customers to see and compare.

Trial Period

Customers often feel more at ease and ready to purchase when there is some sort of a trial in place. They usually want to try vicariously through someone else, so they don’t feel any risk involved. A good way to offer this is through demo videos, product demonstrations, or a tour of your facilities. This stage may invoke a reaction of “I tried it and liked it. You should check it out.”

Make a Purchase

At this stage, they have taken the risk of purchasing one of your products or services and are now evaluating how easy, convenient, cost-effective, and satisfying your product or service is. At this stage, a common reaction would be, “It was really easy to use and learn from. It’s really great, you should get it!”

Advocates for Yours Products

At this last stage of decision making the customer is immensely pleased with your product and often keeps using it and/or comes back for more products and services. They are likely telling everyone they know how much they like it, that they use it every day, and have already (or will be) back to your establishment for more.

We talked a minute ago about the different types of purchasers. Now we are going to take a closer look at their characteristics, so you can figure out which tactics are best to use at the right stage of the decision-making process.

The Innovator

  • Wants to stand out from the crowd
  • Know what’s hot and trendy
  • Likes “strange” or “weird” new products
  • Wants to be the first to try and will talk about it animatedly

Early Adopter

  • Driven by excellence
  • More concerned with possibilities than realities
  • Always looking to be a leader
  • Always looking for a new vision

Middle Majority

  • Wants to be perceived as competent
  • Concerned about practicality and easy comparisons
  • Needs an easy way out if not satisfied
  • Wants products that meet the industry standard

Late Majority

  • Generally skeptical and wants to know the risks upfront
  • Needs to shop around for the best deal
  • Needs a support system
  • Wants what everyone else has

Laggard

  • Needs it to be completely safe and traditional
  • Needs reassurance that nothing will go wrong
  • Won’t try new things unless it’s the last resort
  • Will search for loopholes and problems
  • Wants to use it in the standard industry way

As you can see, each type of consumer wants something just a little different depending on their personality type. The key to successful word of mouth is to target and cater to each type of consumer. If you need help identifying the types of consumers you are currently helping and how to attract the types you are lacking, try our GUIDED TOUR for the resources and tools you need to get the job done.

Next time we’ll talk about how word of mouth messages are delivered and what you can do to help facilitate that.

Word of Mouth Tactics – Part 3

Posted on by Daron Stenvold

Last time we talked about the second part of the word of mouth tactics that help you put together a system to help shorten your customers’ purchasing decision time, which can increase your profits immensely.

Today we’re going to talk about the nine levels of word of mouth, which gives you a tool to measure word of mouth circulating your company, products, and services. You can then see where you are getting negative or weak word of mouth and find ways to correct it.

So, launching into the nine levels of word of mouth-it should seem relatively obvious that the negative levels are, well, negative and the positive levels are positive.

Minus 4

This is the worst of the worst and means your product is creating a scandal. Remember when the popular over-the-counter pain relievers, like Tylenol were deemed unsafe? Yea, you won’t want that kind of word of mouth.

Minus 3

Disgruntled customers are going out of their way to convince other consumers from purchasing your products and services. They are boycotting you.

Minus 2

While not outwardly boycotting, when customers are asked about you, they will give a negative response.

Minus 1

At this level, people are mildly dissatisfied, and while not outwardly talking about it, they will have an opinion if asked. Now they may purchase from you despite their negative feelings. This can be a little confusing.

Level 0

This is sort of a neutral place to be. Customers are using your products but don’t really talk about them. People rarely ask them about it, so they aren’t sharing their opinion with others. This can be a bit of a slippery slope because you don’t want to turn that neutral experience into a negative one. In fact, you should work to make it a positive one.

Plus 1

At this level, we are finally starting to work our way into the positive word of mouth about your company, products, and services. Plus 1 signifies that people are generally pleased with your products but don’t really say anything about them unless asked.

Plus 2

When asked, your customers will talk about how much they love your products.

Plus 3

Customers will go out of their way to talk about your products, services, company, and their shopping experience with you. This is most evident when you see how people recommend movies to their friends and family.

Plus 4

Your product is the toast of the town. There is an unmistakable buzz going around, and your business is the place to be. People are not only talking about your excellent products and services, but they are talking about their shopping experience, your customer service, and how they perceive the company to help them in the future.

Some great examples of Plus 4 companies are:

  • Lexus
  • Harley Davidson
  • Saturn Cars
  • Netscape
  • Apple Computers
  • Celestial Teas

We’re going to leave this lesson for you to mull over and take a look at what kind of word of mouth you are generating. If you need help with this process, try our GUIDED TOUR to get help from our experienced business coaches.

Next time we’re going to talk about the 30 ways to harness the power of word of mouth.

Word of Mouth Tactics – Part 2

Posted on by Daron Stenvold

In the last post, we started our series on word of mouth and talked about making your customers purchasing experience a short, easy one. We are going to continue with that theme a bit today. We’re going to talk about the power of word of mouth and how to mold it to your advantage.

The reality is everyone needs an advisor to guide them to make a decision. We rely on the expertise of others to make the right decisions as they are explained to us. When you take the time to understand exactly what and how word of mouth works, you’ll see all the significant advantages it has to offer you. Remember this path when working to understand word of mouth:

  • Accelerate the decision-making process for increased profits.
  • You can accelerate product-making decisions by making the process easier.
  • Instead of low-ball advertising and the used car salesman approach, try delivering on your word of mouth promises.

Traditional advertising draws about one response for every thousand ads, and most of those are to ask for more information before the customer even considers purchasing. When you get information from a friend, you are more likely to take their word for it and act. On average, customers purchase two out of every five recommendations their friends make. That’s a HUGE difference.

So, what exactly is word of mouth? We know how powerful it can be, but to define it: Word of mouth is a communication that happens between a customer and a potential customer. There is usually a relationship of some kind between these two people with an established level of trust.

Compare this to advertising where you are providing a message to a potential customer where they have not established a relationship with you or level of trust. Who are they more likely to take advice from? The answer is clear! We talked above about the benefits of word of mouth, now let’s take a look at some reasons why it works. Some of these are:

  • The information is custom-tailored to the potential customer because of the friendly relationship of the referrer.
  • It’s more personal, relevant, and believable.
  • It’s customer-driven.
  • It’s self-generating and can take on a life of its own, especially with the Internet’s information age.
  • It becomes part of the product’s description.
  • The source of word of mouth can be meaningful and more effective when coming from an expert.
  • Word of mouth saves you time and money.

To fully utilize word of mouth, you need to understand:

  1. Where is your word of mouth coming from?
  2. What products are being affected by word of mouth?
  3. How is your word of mouth traveling?

Once you know these things, you can work out a plan to trigger more word of mouth. This wraps up this lesson on word of mouth. If you need help understanding word of mouth and how it can impact your business, try our GUIDED TOUR to access our wealth of resources and tools.

Next time we’re going to dive into the nine levels of word of mouth. These levels help you understand which word of mouth is positive and which is not.

Word of Mouth Tactics – Part 1

Posted on by Daron Stenvold

Today we’ll start a new series talking all about Word of Mouth and how it can make or break your business in an extremely short amount of time. In this first lesson, we’ll get a feel for what exactly word of mouth is.

Word of Mouth is easily the most powerful form of marketing and is absolutely free. People talk about ads they see, experiences they have, and the products they purchase. If you treat people right and spread the word about your new products/services positively, you’ll attract the right customers and clients who will sustain your business for a long time.

Now, as positive as word of mouth can be for your business, the other side of the coin is how negative it can be as well. Bad news seems invariable to travel faster than good news, and if you have a less than high-quality product or weak customer service system, then your customers will tell everyone they know not to buy your products and services.

The age of technology has proved to be a fantastic benefit in the world of word of mouth. With blogs, podcasts, online marketing, forums, social networking, and all the other online mediums available, it is easier for consumers to share their experiences. And, remember this is all free advertising for you.

Let’s take a minute to discuss the importance of shortening the customer decision cycle to help customers/clients choose more quickly and easily. There are three great ways to increase sales by shortening the decision cycle. They are:

  • Increase the overall dollar amount customers spend on each purchase.
  • Increase your number of customers.
  • Increase frequency of purchases.

Let’s take a more in-depth look at decision speed. Offer simplicity, ease, and a fun purchasing atmosphere and you’ll help your customers make their decisions quicker and more confidently. When this happens your customers will buy more frequently, spend more money than usual, refer friends, and decide to purchase more quickly. This can raise your market share by over 100 times.

The time it takes your customer to decide and purchase far outweighs any other component of marketing. When you focus on customer decision speed, it forces you to take a hard look at your company and brand image, positioning, value, customer service, guarantees, and product quality.

The next area I want to talk about quickly is how to minimize the friction, or stress, involved with decision making. No matter how easily people find decision-making, we all experience a certain amount of anxiety when making a purchase, especially from a new source or for a large amount of money. When you help minimize this emotional response, you will soothe your customers’ anxiety, and they will make their decision quicker and more confidently.

There are a few secrets to accelerate the customer’s decision making progress:

Your benefits, features, claims, and promises must be obvious, clear, and concise.

The information you offer must be complete, easy to understand, credible, and balanced.

Use comparisons that show a marked difference.

Your guarantees must be rock solid and more than the customer expects.

Make trial periods easy.

You must have simple evaluations of your products or services.

Testimonials need to be relevant and positive.

Your support, delivery, and other operational systems must be perfect.

Your website can be as good as you make it. You can offer more than information. You can offer an experience that guides your customers gently through the decision-making process to make it easy for them to buy. Take it a step beyond by offering toll-free support numbers, software downloads to help with the process or other classy and informative ways to reassure your customers that you are there with them every step of the way and have nothing to hide.

This wraps up the first post in our series on word of mouth. If you need help identifying your target market and the issues they are experiencing during their purchase that makes their decision time long, try our GUIDED TOUR and work with one of our coaches to come up with the best way to smooth out your purchasing experience.

Next time we’ll move forward with word of mouth and talk about the power of word of mouth and what precisely this powerful tool is, and what it can be used for.

Multiply on Your Maximizing Resources – Part 4

Posted on by Daron Stenvold

The last few posts have discussed how to multiply the resources you’ve worked hard to maximize. So far, we’ve covered:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients
  4. Olympic-Size Sales Staff
  5. Open Water Fishing
  6. Call for Back-Up
  7. Go Big Online
  8. Bartering with the Best
  9. Give Away the Farm

Today we’ll finish up this series with the last three ways to multiply your maximized resources. We’ll cover:

  1. Finding Your Pot of Gold
  2. Stay at the Top of Your Game
  3. Wealth from the Inside Out

These areas are all key to keep up the momentum you’ve found in making what you have work harder for you.

Finding Your Pot of Gold

You must always have a goal you’re working toward in order to stay on course. Your goal needs to be something you can attain and utilize your full potential. Don’t be afraid to aim high, just make sure you are clear on your goal and exactly what you need to do to get there. You need to continue to hold yourself accountable to your goal and raise the bar as you accomplish the steps to your goal.

Stay at the Top of Your Game

Once you’ve mastered these areas, you need to make sure you stay competitive and continuously come up with new ways to use your new tools. Don’t rest on one success when there are more on the horizon. To continue to be successful, your business must continue to learn and revolve.

Wealth from the Inside Out

Wealth and riches are defined within yourself, not by your profits or the world beyond. You can use all these strategies in your business and life to find a greater success level. When you naturally reflect on who you are and what you mean, you will automatically attract the right people. This will happen in life and business.

You can reach your goals as long as they are well-defined and a solid road is built to them.

Throughout the last seven lessons, we’ve talked about how to take a hard look at the resources you currently have right in front of you and maximize them to get the most out of what you already have. Then turning around and multiplying those maximized resources to take them to the next level.

If you need help with any of these areas, steps, or processes, try our GUIDED TOUR to access our resources, tools, and business coaches-All there to help you succeed.

Multiply on Your Maximizing Resources – Part 3

Posted on by Daron Stenvold

Over the last few posts, we talked about multiplying the resources you’ve worked hard to maximize. So far, we’ve covered:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients
  4. Olympic-Size Sales Staff
  5. Open Water Fishing
  6. Call for Back-Up

Today we’ll cover the next three:

  1. Go Big Online
  2. Bartering with the Best
  3. Give Away the Farm

Go Big Online

Some businesses solely operate online, there are those with only physical addresses, and there are those who do both. Those who do both are by far more successful than the previous two. When you take the time to establish an online presence, you open up your business to the entire world through a few clicks of the mouse.

To successfully sell products online, you need to:

  1. Offer high-quality products/services that people want.
  2. Build an attractive, effective website that’s user-friendly.
  3. Generate high-quality traffic at a low cost.
  4. With all of these things in place, you can find success with your online exposure.

Bartering with the Best

If you’ve ever gone to a yard sale and paid the sticker price, then you need to up your bartering game. Everything is negotiable, and you need to take the time to barter with your suppliers. Companies are always open to bartering, and when all is said and done, you could find yourself saving significantly on the things your business needs to operate smoothly.

Give Away the Farm

Ok, so not literally, but you have to be willing to stay in contact with prospective clients and offer them products and services they will need. You don’t know what they need until you offer them everything you’ve got and then work with them to put together the perfect package that fits their needs.

When you take the time to put yourself at the front of their minds, they are more likely to work with you going forward. You can do this by offering free newsletters, a free consulting session, or another valuable tool.

This wraps up these three areas of multiplying on the resources you’ve maximized. If you’re unsure where to start or are feeling a bit overwhelmed, try our GUIDED TOUR to work with one of our amazing business coaches who can help you navigate these peaceful waters.

Next time we’ll finish up this series with the last three ways to multiply your maximized resources. We’ll cover:

  1. Finding Your Pot of Gold
  2. Stay at the Top of Your Game
  3. Wealth from the Inside Out

Multiply on Your Maximizing Resources – Part 2

Posted on by Daron Stenvold

Last time we talked about how to start multiplying on the resources you worked on maximizing. We covered the following areas:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients

Today we’ll talk about the next three:

  1. Olympic-Size Sales Staff
  2. Open Water Fishing
  3. Call for Back-Up

Olympic-Size Sales Staff

Now we all know you can’t have a sales staff of 10,000 who work around the clock for free, but there is a tool that will do precisely that… direct mail marketing.

Direct mail is a written piece of sales and informative copy that offers information about your company and your products/services to potential customers/clients. You can create sales letters, brochures, or proposals to be mailed out to a list of leads.

This approach can not only open your door to thousands of new customers/clients, but it can also save you thousands of dollars in advertising.

Open Water Fishing

You have to be careful not to waste your time on clients who are not interested. You have to focus on bigger fish. Remember the lessons we talked about previously, how you should always be targeting higher-quality prospects.

To do this, you have to take the time to research and learn about your potential clients to make sure you are targeting the right companies to work with. Ensure they are companies who will benefit from your products/services over a long period of time.

If you’re not sure where to start finding big fish clients, go back over our previous lessons or look into purchasing a direct mailing list that specifically targets the clients you need. You can buy or rent lists with name, title, job specs, and contact information. This gives you a starting point to finding high-quality clients.

Call for Back-Up

Don’t be afraid of telemarketing. It’s a powerful tool than can be done tastefully and be highly effective. However, keep in mind, when not handled correctly, it can bring about negative reactions. To be successful with telemarketing, you need to use these tips:

  1. Your first line of defense should be mail marketing.
  2. Test before you start a telemarketing campaign.
  3. Set the price for your offer.
  4. Use a progressive approach with your campaign.

Progressive contact helps build trust and allow the potential customer/client to establish a positive relationship with you. These are the progressive steps you should take:

  1. Put your prospect at ease.
  2. Present your offer in a natural, conversational way.
  3. Avoid being argumentative or pushy.
  4. Always be honest.
  5. Perfect your 30-second elevator speech.
  6. Clearly state your name, business name, the reason you’re calling, and where you got their information.
  7. Offer the benefits of your products and services.
  8. Mention one of the features that back up the benefits.
  9. Ask preliminary questions that will give you information about the prospect.

These step-by-step methods can help you be successful with a telemarketing campaign and avoid a negative response that could stigmatize your business forever.

This wraps up these three areas of multiplying your resources. We’ll continue with this series for the next two posts to give you all the resources you need to get the most out of your current resources.

If you need help working through any of these processes or areas, try our GUIDED TOUR to access our wealth of resources and tools.

Multiply on Your Maximizing Resources – Part 1

Posted on by Daron Stenvold

The next series of posts will cover how to take maximizing resources and multiply them for even more significant results.

In this first of the four-part series, we’ll cover:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients

Call in the Troops

Finding and securing new clients can be exhausting and expensive. Instead, work with other companies to help you find new clients. Find reliable companies with secure, positive relationships with their customers/clients. Also, ensure that their products/services are not directly competitive with yours.

Contact prospective partner companies and talk with them about helping promote your products/services to their clients. Always offer them a commission on the sales that come from their client lists.

Make sure to include these key points in your proposal:

  • Ensure that your products/services don’t compete with theirs.
  • The partnership will not take away from their current or future sales.
  • The partnership will increase their profits.
  • They won’t have to do nor spend anything on the partnership.
  • You will produce all the needed marketing materials.
  • You will offer an unconditional guarantee on all products/services.

Bring ‘Em Out of the Woodwork

If you take the time to put together a reliable referral system, you’ll draw new customers/clients out of the woodwork through everyone you already know. You can start doing this by first showing all your current clients how much you care about them.

Then show them how your products/services can significantly improve their lives or businesses. If you can do this consistently, they will naturally and comfortably bring new clients right to you.

Black Sheep Clients

One of the best ways to rejuvenate business is to find your stray clients and offer them something unique. First, you need to understand why they strayed and are no longer purchasing from you. There are generally three reasons why customers/clients leave. They are:

  1. Unrelated causes that have nothing to do with you
  2. A problem with their last purchase
  3. No longer benefit from your products/services

The best way to bring these clients back is to simply contact them. If you don’t make the first move, they’ll never come back. You make an appointment to visit them or call them if it’s not possible to meet in person.

Talk openly with your stray clients. Let them know you noticed they were no longer working with you and that you’d like to talk with them about their experiences with you and how you can improve things to work together again. Take the time to make them feel special, and work hard to make sure their experiences with you going forward are the best ever.

This wraps up the first three areas on how to multiply your maximized resources. If you need help working on any of these ideas or processes, try our GUIDED TOUR to work with an experienced business coach.

Next time we’ll talk about the following three areas of multiplying your resources. They include Olympic-size Sales Staff, Open Sea Fishing, and Call for Back-Up.