Leads are the lifeblood of any organization. Most sales people always want more. But, are you burning your leads or are you nurturing and farming your leads?
They’re are 3 ways to grow business…
1) Cold Prospect
2) Sell Larger Cases
3) Cross Sell Your Clients
This is where we led them to thing. How do we bring these new clients on, and in their case, up sell them in the class that they’re providing? They are training sales people to take a licensing exam for a specific industry. The amount of trust your product takes to sell will dictate how many resources cold prospecting will suck!
Sell Larger Cases
I was working with a small business that is starting out. They have 200 clients over the past 2 years and each client pays them $600 one-time fee. This is a great start, but it’s leaving them hustling for more and more leads! They are cold prospecting all the time.
The goal is how do you drive that up-front fee a little higher
Cross Sell and Up Sell Your Clients
This is where we led them to thing. How do we bring these new clients on, and in their case, up sell them in the class that they’re providing? They are training sales people to take a licensing exam for a specific industry.
We came up with a number of ideas to increase the life time value of the client.
So instead of always saying how do I get more leads, ask yourself am I cross-selling up-selling and increasing the lifetime value of my current clients?
In addition, they have over 1,500 leads that have come in over the past 2 years that they didn’t close.
Questions I asked…
What have they offered them?
How have they stayed in contact with them?
Which mediums have they utilized?
THEY HAVEN’T OFFERED THEM ANYTHING!
THEY HAVEN’T STAYED IN CONTACT WITH THE LEADS!
The bottom line is they’re spinning their wheels. They are working hard every day and stressing themselves out on what do we do today to create more leads, more clients and more revenue.
The Truth Is…
They are working hard every day. They are like most business owners…
· How do we get more clients?
· How do grow our revenue?
So what is your strategy…
· To increase the lifetime value of your clients?
· How about with the other leads you didn’t close, are you staying in contact with them?
We all want more leads.
We all want larger cases.
We all want to cross sell clients.
· Where do I focus my energy?
· What is the fastest way to money?
The bottom line is you have to continuously…
ADD VALUE TO THOSE YOU SERVE!
Disclaimer: All this assumes that you’re doing everything ethical and legal!
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