“Your clients don’t care how much you know – until they know how much you care”.
Mastermind Strategist: Theodore Roosevelt
Generating sales leads is part of the sales process known as Client Attraction, the second part is the Client Conversion and most people think it stops there once the sale is made. Most companies forget once they get the client to buy the product or service, they need to look after each client and this process is better known as Client Retention by the experience they get when making the purchase and after care, and if you are working strategically you would have worked out the life time value of each clients, unfortunately as we see too often most companies are working tactically fighting fires to know the difference.
Client attraction, conversion and retention and the customer experience all require building trust and credibility in the market place about your product or service, first with your existing clients. The more trust and credibility you build in the market place the quicker you will be able to convert your potential clients from a cold or warm lead to a paying client.
The more you understand your clients, their wants and needs, their habits, where they hangout, what papers they read, what cars they drive and size and value of house they live in – the greater the chance you can target and reach them with your message to build trust and credibility.
There are three major question you need to ask yourself, who is your client?, How much does it cost you to acquire a new client? And What is the life time value of your client? Once you can answer all three of the questions then you are on your way to building a sustainable growth company. You can turn on the client conversion system to whatever speed you require to start converting suspects to prospects and then paying clients, just like a well oiled machine.
Why not find out more about how to Attract, Convert and Retain more clients for your business?