How to consistanly get customers & keep them coming back for more

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  • Ask yourself these questions, where are you now and where do you want to go?What is each customer worth.What is a customer form source A worth in comparison to source B.What is the lifetime value of your clients.What time of client is more valuableIf you don’t have clarity how do you know where you are going?
  • You need to know as much information as possible about your clients, age, likes, dislikes, problems, aspirations, where they are so you can have a good undestanding of how you can solve their problems.Target audience worksheet
  • You need to know as much information as possible about your clients, age, likes, dislikes, problems, aspirations, where they are so you can have a good understanding of how you can solve their problems.Target audience worksheet
  • Running like a machineAll of this needs to be done within a system to manage the process and ensure no opportunities are lost. The Sales Process should run like a machine. The first step is to generate leads – potential prospects who may buy from you. You can do this in a number of ways and you SHOULD do this in a number of ways. Set a goal for the number of new leads you will generate each week. Some ways to generate leads include:NetworkingGiving talksWebsite/Social MediaReferrals Generate interest and build trust. Next you need strategies in place to build trust with your prospects and generate interest. This can range from a conversation at a networking event or providing great advice and tips (such as a free report or a series of tips on social media) that show the prospect that there may be some interest in what you sell. The key thing to make this aspect successful is to join the conversation your prospect is having – so if you are meeting face to face ask lots of questions. If creating a free report pick a topic that is currently really bugging your prospect. Appointment Setting. Next step is to set-up an appointment to have a sales conversation. The key thing here is not to sell your products and services yet, you are only selling the appointment. The best way to do this is to offer some kind of free ‘taster’ session – for consultants and coaches this is normally a free half hour phone consultation, if you sell websites it could be a website audit, a carpet cleaning company could provide a free consultation and quote. Don’t forget – you are not selling your services, you are selling ht appointment. Send them bio & testimonials.Once the appointment is set you need to continue to build their trust and begin to sell yourself. Create a 2 page biography about yourself, including information about your background, testimonials and benefits of working with you. Sales Conversation. The sales conversation is an opportunity to find out what your prospect needs. It’s an opportunity to ask questions and get them to open up. You need to get your prospect agreeing with you that they need your services. And you don’t need to do a hard sell, but you do need to do some selling! Don’t just give away a free coach/consultation session – this will not gtet you or your prospect anywhere. If No: Send follow up email thanking them for time. If the conversation went well ask them to refer you to anyone who may be interested. Add to list. If Yes: Send proposal, ask for referral.
  • OK so what is the answer? This is such an ‘easier said than done’ issue and is obviously this is hugely psychological. You feel icky about charging for your time. You find easy or common sense so shouldn’t charge. a certain limit the market can bear.
  • OK so what is the answer? This is such an ‘easier said than done’ issue and is obviously this is hugely psychological. You feel icky about charging for your time. You find easy or common sense so shouldn’t charge. a certain limit the market can bear.Think about it if you were looking for laser surgery on your eyes and you saw a service worth £100 and one worth £500 which one are you going to trust?
  •  You feel icky about charging for your time. You find easy or common sense so shouldn’t charge. a certain limit the market can bear.Think about it if you were looking for laser surgery on your eyes and you saw a service worth £100 and one worth £500 which one are you going to trust?
  •  1.                  Concentrate on the amazing value you are giving – how much time will you save your client by being so professional, how many years of experience do you have under your belt.  Write a list of 30 achievements you have made.2.                  Practise saying the words - I practice in the mirror if I feel uncomfortable.  (If you don’t feel uncomfortable you probably need to raise your prices).3.                  Give current clients advanced warning – show them how much you value them by giving them plenty of time and if appropriate let them book you in at the old prices by a certain deadline (see this is a clever way of drumming up new business).  Say something like ‘You’re a valued client.  I only have a limited number of places to give away at the 2012 prices so please book quickly to secure your place). You feel icky about charging for your time. You find easy or common sense so shouldn’t charge. a certain limit the market can bear.Think about it if you were looking for laser surgery on your eyes and you saw a service worth £100 and one worth £500 which one are you going to trust?
  • Be a marketer of what you do
  •  1.                  Concentrate on the amazing value you are giving – how much time will you save your client by being so professional, how many years of experience do you have under your belt.  Write a list of 30 achievements you have made.2.                  Practise saying the words - I practice in the mirror if I feel uncomfortable.  (If you don’t feel uncomfortable you probably need to raise your prices).3.                  Give current clients advanced warning – show them how much you value them by giving them plenty of time and if appropriate let them book you in at the old prices by a certain deadline (see this is a clever way of drumming up new business).  Say something like ‘You’re a valued client.  I only have a limited number of places to give away at the 2012 prices so please book quickly to secure your place). You feel icky about charging for your time. You find easy or common sense so shouldn’t charge. a certain limit the market can bear.Think about it if you were looking for laser surgery on your eyes and you saw a service worth £100 and one worth £500 which one are you going to trust?
  • Do you need to be there?Do you have the time?Are you clients there?Have a goal when being on SM Tell clients what you want them to do.Don’t feel the pressure to be on all social media.
  • Weekly, fortnightly or monthly.Stay in the forefront of clients mindFree platforms, mad Mimi or mailchimpResearch subject lines Split testingEditorial planning & editorial calendar
  • Lumpy mailHandwritten & coloured envelopsGet the mail opened
  • Collective brains coming together with the same goals
  • Draw success curve on the flipchart
  • Fill in feedback froms
  • Fill in feedback froms
  • How to consistanly get customers & keep them coming back for more

    1. 1. How to Consistently Get Customers & Keep them coming back for more. Everything you wanted to know about marketing but were afraid to ask.
    2. 2. Kick Ass Marketing Sacha Anthony & Paula Hemmings
    3. 3. What we do • • • • Events: Meetup.com/kickassnetworking Training & Mentoring Products Membership
    4. 4. What we do
    5. 5. Please Connect… www.meetup.com/KickAssNetworking www.facebook.com/kickassmarketing uk.linkedin.com/in/paulahemmsings paula@kickassmarketinguk.co.uk @KANetworking
    6. 6. A bit about you. THE PLAN FOR TODAY
    7. 7. Agenda 1. How to define your target audience 2. Lead Generation 3. Sales Process – How to convert leads in paying customers 4. Pricing & Positioning 5. Time Management - Working on your business not just in the business 6. Which marketing activities do you need in your plan THE PLAN FOR TODAY
    8. 8. “Entrepreneurship is living a few years like most people wont so you can spend the rest of your life like most people can’t” THE PLAN FOR TODAY
    9. 9. Clarity THE PLAN FOR TODAY
    10. 10. How to define your Target Audience THE PLAN FOR TODAY
    11. 11. Activity – Target Audience Worksheet THE PLAN FOR TODAY
    12. 12. Sales Process THE PLAN FOR TODAY
    13. 13. Sales Process Definition: A systematic approach to selling a product or service.
    14. 14. Why you need a Sales Process • A sales process takes the fear and uncertainty out of running your own business. • Every day you know what you have to do to generate business and make money. • Automatically generate money for your business. • Ensures you don’t miss out on opportunities. • To take the pressure off you – if you don’t close this deal there is another on the cards. Helps consistent income and end the feast or famine rollercoaster. •
    15. 15. The Sales Process Template • • • • • • Generate Leads Building trust & interest Set appointment for Sales Conversation Have Sales Conversation and: Close the deal OR If no follow up appropriately
    16. 16. Sales Process Activity What is your current sales process?
    17. 17. Activity Lead Generation Brainstorm
    18. 18. Pricing & Positioning THE PLAN FOR TODAY
    19. 19. Pricing You are almost definitely undercharging Ways we undercharge
    20. 20. Pricing & Positioning • Prices too low. • Not submitting invoices on time. • Not feeling able to have the conversation with the client up front about how much time a project will really incur.
    21. 21. Why is this so important? • People always value the most expensive thing more • Price is a powerful way to position yourself in the market. • You have to value you before other people value you.
    22. 22. Why is this so important? • You will resent your clients if the price is to low.
    23. 23. How to increase prices THE PLAN FOR TODAY
    24. 24. How to Increase Prices • Concentrate on giving lots of value. • Practice saying your prices in the mirror. • Give existing clients advance warning about your price increase.
    25. 25. Activity In pairs tell each other the massive value of your products or services THE PLAN FOR TODAY
    26. 26. Time Management THE PLAN FOR TODAY
    27. 27. Time Management • • • • Value your time Set clear boundaries for your friends & family Set the time to work on your business Use the ABCDE method
    28. 28. Time Management • A – Important - will move your business forward • B - Important but not with less negative consequences • C – Nice to do • D – Delegate • E – Eliminate
    29. 29. Which Marketing Activities do need in your plan? THE PLAN FOR TODAY
    30. 30. Social Media • • • • Twitter Facebook LinkedIn Youtube
    31. 31. Email Marketing Building a relationship with your clients
    32. 32. Networking What type of events will you attend? Is your target market there? Don’t forget to follow up.
    33. 33. Direct Mail Highly effective when writing to a warm list. When is the last time you have written to a client?
    34. 34. Mastermind Session Mastermind 1 Marketing Technique you need help with. THE PLAN FOR TODAY
    35. 35. Finally The Single Biggest Mistake Most Business Owners Make THE PLAN FOR TODAY
    36. 36. Not taking consistent action everyday.
    37. 37. What's Next Free Discovery Session Free 30 Skype call to explore 1 opportunity where you can get more clients within your business.
    38. 38. What's Next Join us on Meetup.com/kickassnetworking
    39. 39. Please Connect… www.meetup.com/KickAssNetworking www.facebook.com/kickassmarketing uk.linkedin.com/in/paulahemmsings paula@kickassmarketinguk.co.uk @KANetworking

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