In this phase, we will build a loyal following that generates even more leads through word of mouth.
It is generally believed that it costs 7-8x more to sell to a new customer than it does to sell to an existing customer. Your existing customers are gold – treat them as such. I, personally believe that losing a client is the single biggest loss a Company can suffer. It should hurt! Unless, of course, it’s a problem client who demands more than he/she pays for and doesn’t pay their account. Calculate what a customer is worth to your business over a 5, 10 or even a 30-year period vs one that buys from you once.
Principles:
- Build SOLID relationships,
- Add maximum value,
- Maximize lifetime value,
- Ensure retention and loyalty,
- Create a word-of-mouth army!
High-Value Communication & Sequenced Offers:
- The key to monetization is on-going communication,
- Just keeping in touch is not good enough,
- All comms have to be high value!
- You should also make continual offers,
- Ratio 3:1 value to offer.
