I have spent the past 20+ years learning the nuances of selling. Tons of strategies and techniques can help you create a winning process. Closing the deal is just the beginning. The most important aspect of selling is your mindset before attempting to sell anything. You will overlook many opportunities if you only focus on getting one sale at a time.
So many of us are just happy to sell something that we don’t account for the customer’s LIFETIME VALUE. I want you to look past the initial sale with all your potential customers and estimate their real value to your business long-term. Imagine you sell a product that costs $1,000. The goal is always to sell as many as possible, but your monthly goal is ten sales. If you hit the goal, that earns you $10k/ month.
The big mistake most of us make is needing ten new customers to get there! But what about repeat customers and referrals? You put in all of this work to attract and nurture a new client, and then once they buy, they go on the back burner. PLEASE STOP doing this and make sure you continue to build on that relationship. Because if you deliver an excellent experience, they’ll come back! Not only will they come back, but they’ll also bring a friend, post on social, and leave reviews. If they are raving fans, they’ll praise your name to anyone, stranger or not, who has the problem that you helped them solve!
Now the question is, how fast can you hit that monthly goal if your current customers are this active? Now, you don’t need ten new clients because five are returning. Additionally, the other five are replacing themselves with a referral! What if this behavior continues over the following ten months? How many brand-new clients do you have to attract? More importantly, how long will these customers stay over your business life?
The better your relationships, the stronger your network, and the stronger your network, the easier it is to build your brand because there are SOOO many people who love you and aren’t shy about telling the world! At the end of the month, that $10k goal is so easy to hit that it’s time to raise the goal!
Don’t be the person chasing a sale, be the one who understands the lifetime value of successful relationships!
