Do you want to keep customers longer?
The second a customer starts to ask “Can you…?” your mind should be thinking “How can I…?”
The “wow factor” you create is the best marketing you could ever buy.
Here are three ways to make this happen.
Use the power of storytelling to show them, they need and want this.
It’s funny, but prospects often don’t know what they really need or want, even when you have them sitting in your office, standing on your showroom floor, or talking in your messenger box or Zoom.
(I can’t believe it – for all my talk about phone stuff, I actually acknowledged that a lot of remote selling can be done without a phone call.)
Even though approximately 100% of my clients and purchasers send me money via credit cards, PayPal, cash apps, and ACH transfers, it didn’t occur to me that identify theft could be an issue until my insurance agent happened to mention it in his printed customer newsletter.
Really, it wasn’t on my mind until he threw it in to occupy a couple inches of space in his newsletter template.
This can be especially powerful when you consider that once a prospect starts a shopping trip, they become more likely to buy something just to avoid it being a wasted journey.
On the other hand, consider whether what they “need” or “want” will make the sale.
One of our mastermind members wrote a book where he explained that, when you really come down to it, what your prospect says they want or need doesn’t really matter.
I’m still considering for myself whether I’d go THAT far, but he does have a point – though I will warn you he has an “interesting” way of describing it using storytelling – yeah, he’s a real funny guy.
As he describes it, using his analogy of why people keep dating lying, cheating, loser jerks even though their supposed “dream person” is right there, expressions of what they “need” or “want” are socially programmed to reflect what they’re supposed to say.
If you’re still not sure what I mean by this, how do you define a poverty mindset?
(It’s not as cut and dried as some make it out to be.)
Cut through their spoken or written words and read between the lines – they’re handing you that “hook”, open your eyes and grab it!
Embrace the “Well, Wouldn’t You Know!” factor.
Speaking of those “shopping trips” I mentioned earlier, build an iron fence around your customers.
My insurance agent may have been filling column space with that identify-theft stuff, but the fact is, he offers that type of insurance.
Let’s say I woke up in a cold sweat and said “Gosh, I need identity theft insurance”.
Is it possible, if I hadn’t happened to read his newsletter, I might have started asking around to see who knows something about identity theft insurance, simply because the guy who handled my car insurance at the time didn’t come right and say he also carried lines of coverage specific for entrepreneurs?
Check out the “looking for recommendations” posts on Facebook and read the comments from people they already know who – would you believe it – just happen to offer that thing!
As an entrepreneur, you have the power to create new products and services on the fly – to say “Well, wouldn’t you know – yes, we do that too!” when your existing customer asks if you “also” offer something related to what they’re already paying for.
Action beats perfection every time – if a prospect or customer asks, you CAN just say yes, get that money, and DO IT.
If your dance card is already full, you can purchase speed and make it happen.
Rinse and repeat a few times, and you’ll have lots of tributaries feeding your cash flow.
Also, check out how updating one of my existing offers to feed a COVID need led to me creating ANOTHER offer because a prospect said “That’s cool, but could you coach me on creating my mastermind instead of designing my signature talk?”
Boosting your customer retention will add some “WOW” to your bank account.
You can do it.
Read between the lines.
Hear the words in the pauses.
You may even “wow” yourself!
For even more “wow factor” in your business, imagine how inspired you’ll be when your customers stay longer and refer you “pre-sold” customers begging to work with you!