Make sence? You spend time with your business, you have a great list of subscribers, you educate your customers through your marketing and sales strategies; But most don´t buy your services.
I understand you perfectly!
Me, too, have experienced this situation. Luckily, I’ve learned the 5 stages of the customer’s life cycle to get more sales and more money.
And I’m going to teach you how to detect the faces of your client and how to sell them throughout their buying cycle.
It is easy to fall into the reductionism of thinking that a customer is someone who acquires your service only once and that’s it.
However, the reality is that from the first moment you ‘know’ your potential customer until he becomes a real customer, you have to interact with him in different ways, depending on the stage of the process where Is found.
You have to treat him well, pay attention to him, show him that you care and that you are there to help him solve his problems.
To do this, you need to create a true win-win situation (also known as win-win). In this way, your client will enjoy your services and you will feel valued and rewarded for your knowledge.
And here you have the 5 stages that a customer goes through during their life cycle as a buyer and how you can get the maximum benefit from each phase.
Stage 1: Strange
The unknown or “prospect” does not know you, so your mission is to get their attention. And you only have a few seconds to react, either by asking them to click on your ad or open the email.
This means that the title of your ad or article is critical.
Once you have captured their attention, your main goal is to get them to subscribe to your weekly newsletter, so that you have the opportunity to establish a link with him.
This is also the time to start building trust and building credibility. In addition, you can explain how you can help (adds a solution to your problem, responds to a need, etc.).
Step 2: Friend
The friend has shown interest in your initial promotion and has opted to receive more information from you. This gives you an excellent opportunity to present your philosophy, your services and your mission, as well as to reinforce the message of how you can help.
During this stage, it is best to send a series of emails (6-8 emails) that give you a lot of value. This way, you’ll be able to retain your new “friends” in your subscriber list.
Step 3: Customer
The customer is someone who already trusts you and buys your service.
Many entrepreneurs make the mistake of ending the relationship with the client at this point.
But I am sure that after reading this article, you will know that getting a customer is just the beginning and that keeping it … is another story.
You don´t want to put all the eggs in one basket. Good customer retention strategies entail communication services through the newletter, exceptional customer service, quality services and fulfillment of promises.
Of course, there will always be issues that are out of your control (like the loss of some clients or market conditions), but the idea is that you are proactive and not reactive. In addition, always remember the “80/20 rule,” which states that 80 percent of your sales come from 20 percent of your customers.
Step 4: Multi-buyer
The Multi-buyer is a customer that is connected to your brand and that shows loyalty to the service you offer.
Multi-buyers have contracted several of your services and are not afraid to spend money, because they understand that, in fact, they are buying solutions to their problems. These people are your best list to launch new services or programs at higher prices.
So if you are thinking of creating a VIP program with Premium pricing, this is the list where you have to focus your efforts on advertising and selling it.
Step 5: Defender
This segment of your customer database is gold for you. Your list of advocates is made up of the most satisfied and loyal customers; Are your best employees “without paying them”.
Defenders will advertise for you among their friends, family and followers. They will talk about your services and your experience working with you. As you see, they are a very important force in spreading your viral marketing message.
And you’ll probably wonder, how do you create that list of defenders?
Defenders are not created!
Advocates are achieved over time; First because they believe in you and in your services, and second – and more importantly – because of what they have experienced with your services; That is, how they have felt emotionally.
The defender is attracted to your services because his life has changed thanks to the solution you have given him to solve his problems.
The defender will give you the best testimony and help you generate more money in the future, because you understand your values and respect your business.
Therefore, it is important to take care of the people who belong to this VIP group and invite them to special events, or let them be the first people to receive your offers with discounts to your new programs, courses, seminars, etc.
And remember something very important …
Your effort does not stop at the end of the sale, as it costs more to get new leads than to retain existing customers.
And now more than ever you have to know how to optimize the 5 stages of the customer’s life cycle to get more sales and more money.