Don’t let ’em get away without a fight!

customer lifetime valueAre you OCD about doing a good job? GREAT! Good work does matter! HOWEVER…

What do you do when you know a prospect is trying to ‘weasel out’ of a deal? OR what do you say when a prospect starts “slip, sliding away” (S-S-A)  from you?

Do you meekly slink away with, “I’ll wait for your call?” Kind of pitiful, isn’t it?

Or do ya mentally dismiss your prospect with a few choice curse words and finish up with “…dirty, rotten price shopper!” 

NO! Instead, I tell every one of my SFS Training students to…

Get OCD about every single prospect! Why?

Customer Lifetime Value! (CLV)

Let’s analyze the CLV of an prospect’s phone call that your company let get away…

1) Every time your phone rings it’s a pro-rated amount of your total marketing budget! (One of our best SFS clients tells me it costs them over $80.00 for each new client phone call!)

2) ‘Downstream’ income potential! “150 bucks? Who cares? She was a lousy price shopper!” Who cares? You should! Over the next 20 years this so-called ‘price shopper’ very likely will spend $1,000.00’s with your company! Plus remember …

3) Your ultimate goal is a Cheerleader! If you convert even a ‘minimum charge customer’ into a delighted Cheerleader over time their referrals may reach well over $100,000 bucks or more! (And just imagine the CLV potential of a Cheerleader adjuster!)

So what can the ‘New OCD You’ say to a prospect that is ‘slip sliding away’ (S-S-A) from your deal?

S-S-A Homeowner: “Lemme check with my husband and I’ll get back to you…”

OCD You: I understand. But while I’m here let me ask you- does the way I have this work order written meet your projected budget?” Learn more…

S-S-A Commercial prospect: “We’ve already got a company that cleans for us…”

Steve’s ‘Last Ditch’ Commercial Fall Back Request: “I understand. Could we be put on your ‘Approved Vendor List’ for when you do have a need?” Learn more…

S-S-A Insurance agent: “If you aren’t in our Approved Network I can’t refer you.”

OCD You: “I understand. How about you call me in when your regular company can’t get there immediately? Then when your Approved Contractor shows up we’ll cheerfully let them take over. Or call us when the loss is outside of their service area.” Learn more…

Try these replies and report back in our Strategies for Success: Growing Your Business Facebook Group on how they worked for the ‘NEW OCD You’! (You don’t need to be a SFS graduate to join our SFS Facebook group!)

Steve

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