Had you ever thought getting more clients is much like buying coffee from your favourite café?
One of my favourite things to do in my spare time is go out and enjoy a great cup of coffee while catching up with friends or chilling out with Murray. So it was no surprise the other day when I was at a little coffee shop and I was handed a ‘Loyalty Card’. I grinned as I thought to myself that at least they had some kind of simple marketing strategy in place. I’m sure you’ve all got your purses (or wallets) bulging with these loyalty cards too!
The difference between this card the other day and many others that fill my purse was that although I needed to have 10 stamps in place to get a free coffee, there were already two squares pre-stamped. Their marketing plan was starting to take effect! The two pre-stamped squares gave me an immediate sense that I was already well on the way to my longer term outcome – the free coffee – I knew I would be back soon!
This is the same concept that you want to embrace with your clients. While you may not operate with a loyalty or rewards card, the first step people take with you should be something that gives them an immediate sense of achievement.
Your first opportunity to do this is on your website where you should have your AFO (Awesome Free Offer). Your AFO is what you give you prospects in exchange for their name and email. It needs to be something that is so valuable that you could sell it as a stand alone product or service. It must give your prospects great results or be of great value. This commitment from you to invest in your prospects results will repay you in their trust and loyalty.
Beyond your AFO, once you start working with a new client, any first step they take should be one where they can get great results. This will give you leverage to motivate them to continue with you because of what they feel the same as I did with the two pre-stamped squares – “I may as well continue, because I have already come this far/already done this much..…”.
This concept will work no matter what service you are in. I don’t want you to think your business is any different. It doesn’t matter whether you are cleaning your client’s house, washing their windows, creating web design, coaching them to a better life or building their online list.
Heck, this strategy works everywhere! Even as a parent, imagine if you want a child to do their homework each night in return for getting sticker. When they get 10 stickers they get to go to the movies. You’ll most likely find they are extra motivated if you start them off with two stickers even before your program begins.
No matter what your line of service is, your new clients will be more likely to stay loyal to you, stick to programs or tasks if you first offer them something that allows them to make progress right from the start.
If you use this simple marketing strategy, your influence will shine!
Design Your Profits Action Plan:
Define what the first step is for your clients
Decide how you can use their results to encourage them to continue with you
Conscientiously promote your ‘first step’ results to attract more clients
I’d love you to share with me your comments and thoughts below on some of the customer loyalty ideas you’ve had!