HOW TO ATTRACT AND KEEP PROFITABLE CLIENTS Podcast available at TheEntrepreneursRadioShow.com for full interview with John Jantsch Discover the kind of approach which always works
Qualify your clients • Be crystal clear on who your client is and who is not. • Know how to get to those ideal clients
STRATEGY before TACTICS What’s that? • Understand pricing models within your business • Set up campaigns that unfold over a period of time
STRATEGY before TACTICS What’s that? • Many relies on social media • Others on advertising • Maybe you do need them, maybe you don’t
Are your customers profitable? • Business owners find that there's a 20%-25% range of their work they shouldn't be doing anymore when they rank their customers by profitability
Are your customers profitable? • The customer is really profitable because they follow your system and you are very methodical about setting the right expectations.
Are your customers profitable? • It makes a lot easier to build your business, to build your products, your service offerings, your campaigns when you know that your customers are profitable
Are your customers profitable? • You now have legitimate reasons and sure makes decisions about where you should be • Where you should advertise • It makes things a lot easier when you know exactly who you're trying to talk to.
Opportunity cost-higher cost • When you're chasing or serving clients that aren't the right fit, that aren't profitable, you're making a decision about not serving somebody else, or at least not going after customers that might be the right fit.
How to get the trust of people in you and in what you do • If you're putting a lot of information out there you're doing a lot of education. • You're telling people, this is how we get results • You're showing them this is how we've gotten results for people, either in writing about it, recording videos, doing webinars, doing workshops
How to get the trust of people in you and what you do • You need to actually ensure that they're educated by creating an entire lead conversion, lead generation, lead conversion system that has those components as their core elements.
Making a business relationship • Before, you had to build that personal relationship first and then people would start talking about what you could do for them in a business relationship. • Now you have to be able to make the business case, whether it's stuff that they're reading about you, their friend they're sharing in their social networks about you.
Struggle of Sales People • Instead of just being a relationship builder, you have to really think like a marketer and make this business case. • And then we'll talk about whether or not I want to have some sort of personal relationship after that.
What's changed in sales and marketing? • Buying has changed in sales and marketing over the last few years • And that's what's really dictating a lot of what we have to do now.
Looking for a better way? • A sales and marketing process that involves marketing automation is probably a better way of really talking about what we need to do today.
Using an hourglass in business • Puts a lot more emphasis on the customer experience after they become a customer • You can actually create a better experience if you start with the end in mind.
THEENTREPRENEUR’SRADIO SHOW Conversations with Self-made Millionaires & High-level Entrepreneurs that Grow Your Business a production of Rock Star Entrepreneur Network www.rockstarentrepreneurnetwork.com