How To Get Them Hot Under The Collar & Buying Off You Once Again
Success Vaults | 9th March 2017 | Written By Lisa
Did we say something to piss them off?
Do they no longer value our services?
Could we have offered more, done more, known more?
They’ve just flown the nest and no longer ‘need’ us.
The reality is…
We all know what it’s like to LOSE clients.
Clients you’ve gotten out of bed at 5am for.
Client you’re certain no one else could serve and care for like you do.
Clients you’ve grafted your fine little ass off to get in the first place…
… Let alone see them do a Hudini on you the minute a ‘renewal’ is mentioned.
Yet, even after all of that stress, anxiety and in some cases genuine heartache…
(Or complete financial meltdown if you’re really desperate)…
Those who have bought from you already are MORE likely to buy off you right now.
Think we’ve gone mad?
Here are some absolutely FASCINATING statistics…
- The probability of selling to an existing customer is 60-70%. The probability of selling to a new prospect is 5-20% (Marketing Metrics).
- 80% of your company’s future revenue will come from just 20% of your existing customers (Gartner).
- 61% of SMB’s (small & medium businesses) report that more than half of their revenue comes from repeat customers, rather than new business (Spot On).
Wanna know what it ACTUALLY comes down to?
Cos it sure as hell isn’t what you think 😉
In fact, there’s an emerging trend now referred to as ‘loyalty marketing’ ha.
You know that free whipped cream you get with your Starbucks rewards card?
Or those BA air miles to claim back in goodies at John Lewis?
Or how about your free sweet potato wedges at Nando’s when you refer a friend through their app?
THAT is what your fitness business is missing.
THAT is why your clients are leaving.
Anyway, we think you’ve got the point.
Now it’s time for us to give you a solution.
Well, 3 😉
Strategy #1 - Overdeliver
When your clients signed up for their ‘8 week transformation’ they were promised something in exchange for money. A fitter body, a healthier way of life, an improved mindset, blah blah.
Now take those things and double their value.
Give them community, unlimited support, accountability on tap, heck even Christmas presents! Include their children, offer their friends and partners exclusive offers.
Whatever they signed up for – give them MORE.
Strategy #2 - Think Of The Next Step
We appreciate this is a toughie.
You’ve just about gotten them to sign on the dotted line, let alone think about what you’re gonna do next.
But the truth is, if you want longevity from your clients, you HAVE to think of what comes next in the customer journey and from THEIR point of view.
What could sustain their results? What would keep them ticking over?
This is where downsells, upsells and entire business models come in to play – coming next in our blog btw 😉
DOWNLOAD YOUR FREE SALES CHECKLIST And Make Sure You Turn All Your Leads From Your Lead Magnets Into Red Hot Sales
Strategy #3 - Stay In Touch
Build an email and send them actionable insights 2-3 times a week.
Create a free Facebook group for ‘graduates’ and post tips & tools daily.
Our point is, if they don’t buy straight off the back again…
It’s NOT the end of the world.
Because one day, when the time is right for THEM, they will want what you have to offer.
Just make sure you're there to give it to them 😀