Winning The Customer, Part 4: Making Them So Happy They Tell Their Friends (Without Going Out Of Pocket)
A simple way to tell whether you have “completed a transaction” or “earned a customer” is to look at what they’re saying about it.
Think of it this way.
A “customer” is so excited about their new car, they tell all their friends, post 100 pictures of it on Facebook, and all of a sudden get real excited about carpooling.
On the other hand, someone who’s completed a “transaction” is just happy to be rid of that last clunker they drove and hope not to see the inside of a mechanic’s shop for a while. They view their new car as “just transportation” and nothing to write home about.
Which means, they won’t write home about it.
Or anywhere else, for that matter.
The Best Source Of Prospects And Leads?
Your Current Satisfied Customers
This means, we need to get your current customers gushing about how awesome you are.
I’ll spare you the “set up an affiliate program” and how to calculate referral fees and commissions. Affiliate programs are good for information products, training courses, and events, and my advice on that is “digitize it all and pay 50%.”
As far as services, coaching, masterminds, and the like: More and more, I’m seeing a trend AWAY from this. For some, it’s seen as little more than bribery – and you’ll get the “pasta to the wall” barrage of referrals from folks hoping to earn off you.
Here are three ways you can accomplish this without spending money:
1) Promote your customers’ services to your own list. Not only do you have a firsthand sense of the quality, but you get to say “my coaching client, so-and-so”… or “this is who I work with” – adds cachet both to your customer, and to you. Everyone wins.
Going along with this…
3) Let them leverage your list. Now, I don’t mean send their product launch blasts to your list. But DO make sure to host them on your radio show or podcast and make a BIG hoopla about their appearance. They’ll return the favor to their list, promoting you as “the person who changed their life”.
3) Don’t be stingy. I’ll never forget one of my previous coaches who invited me to attend their live event, but stressed that I couldn’t have the bonuses because “we don’t give those to comps.”
REALLY? I paid to belong to the mastermind program, but I was a “comp”??? And how much do event bonuses cost anyway?
To the contrary, extreme generosity to your premium clients will give them the enthusiasm, and the confidence, to proudly brag about you to others. You’ll more than recoup the “comp” with new paying clients.
How Many Of These Can
You Start Doing Today?
True, some of these strategies depend on you hosting live events or having a podcast/radio show.
For the former, you could start with a small event. Or, become an exhibitor somewhere, get the 10 free guest passes, and give them to premium clients.
For the latter, check out the Business Creators’ Radio Show for hundreds of insights on how to get it going quickly.