Howdy Fellow Business People,
My pal David Garfinkel asked me to present on a teleseminar called “Repeat Customer Profit Bonanza!” (I guess he must have known how much repeat business I get… the cat is out of the bag now…)
Now, I never thought about why I had so many repeat clients before. It was instinctual.
So I dove into the bowels of my mind (ok… maybe that’s not a good visual…) and I tore the whole process apart. Took a long time, but in the end, I liked the formula.
Sound interesting? Want to know more?
Okay… I’ll share. I boiled it down to a simple formula.
Number 1 is Results.
Get results and you gain the gain trust and respect of customers . After all, they are paying you to do the job, right? That means if your product or service truly delivers the goods, you’re setting up the expectation it will happen again.
How else can you gain the confidence of a customer than with trust and respect. That’s why they pay you right? When you deliver - people expect it to continue. So you need to make certain they get quality from you.
But there’s more to it than just results…
Next, you need a dose of good old fashioned COMMUNICATION.
When you communicate, you build your relationships, find new needs and show new solutions that your customers don’t know you even offer! It works online or offline, keep the communication flowing and make sure you aren’t always pitching in every communication.
After that, you need to deliver a heaping dose of VALUE.
Pile on some extra value and see what happens. YOU become more valuable!
When you provide extra value, you become a center of influence, you become the go-to guy (or gal!)
Just share your unique knowledge… add more value… and they will see how different you are compared to the competition. (You’ll smoke the competition!)
My customers think I’m ‘just’ a copywriter… but only at first. I end up blowing them away with good marketing advice too… for nothing. Now I’m different than most of my competition. And that’s a good thing!
Most people these days only want to do the minimum they can get away with. Step outside that paradigm, and watch what happens.
Finally, CUSTOMER CARE.
WHY PROVIDE SERVICE WHEN YOU CAN PROVIVE CARE. No, I’m not yelling… but that’s important. Can you feel the difference in the words? When you combine it with value that’s a winning combination my friend.
I love the way Mark Joyner takes care of his customers. And I would guess it’s made them even more rabid fans!
Mark Joyner gets it. He has 24/7 live customer care.
But Rick didn’t just pay lip service to the concept. When I wrote his Instant Teleseminar copy, we added Ricks personal cell phone number in the copy.
Why?
We were showing his committment to customer care, and if customers didn’t get a problem solved, they could call him directly and he would make sure they did!
Which would you rather have?
The upside is, it helps with your customer COMMUNICATION and you’ll get new ideas for products and services.
Bottom line - Not only did customers have Rick’s cell phone number as a “security blanket” that made them feel cared for, but Rick saw other benefits too. Talk about a win-win!
Your highest cost is acquiring a NEW customer. And the fact is - taking care of EXISTING customers is the cheapest and most effective way to build your business Make sense?
Now, just take action on the formula and watch what happens. Follow it closely and your sales will see a nice boost.
Cheers,
Million Dollar Mike Morgan
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