Like many businesses, we all struggle to be unique and different - and this was the same for our client.
Our client owns a national marketing agency within a commoditized space. He touted the quality and speed of his work - but that wasn’t enough to position him as the obvious choice within this crowded market.
He needed more.
Upon hiring Predictable Profits, he quickly discovered he wasn’t in the business of selling the services he offered - he was in the business of selling the results he achieved for his clients.
As he changed his positioning and focused on the unique results he achieved for his clients (using our Unique Advantage Point methodology), almost immediately, he went from chasing clients to, now, clients coming to him.
He’s raised prices, got more clients and now referred to as the #1 business in his niche.
This strategy set the foundation to achieve 500% growth in the past 1.5 years and get listed on the Inc 5000 fastest growing companies this year!
The owner of a small telecom company reach out for ways to double the size of his business. He spent thousands of dollars on coaches and marketing programs learning how to drive more sales – and he was growing his business, just not fast enough (which is why he came to us).
Within just a 35-minute discussion, it became apparent that the process his salespeople used to renew existing clients was broken. The salespeople were so focused on bringing in new clients, they failed to recognize how many of their existing clients failed to renew and were stolen by their competitors.
Like most entrepreneurs, our client didn’t track his exact attrition rate. However, we felt it was reasonable to guesstimate that he was losing about 30% of his existing clients every year, costing him $1.35 million over the past few years.
He agreed that by implementing the right sales system in place that would tell the salespeople exactly when to follow up, he can easily recouped at least half of that moving forward.
This is just one example of the many hidden profit opportunities inside of your business that you can use to immediately grow your company right now - without spending any more money than you’re spending at this very moment.
An expert sold an information product with a 15-day money back guarantee. He joined our coaching program with the goal of getting more clients.
As we assessed his situation, getting more clients wasn’t the fastest (or easiest) way to immediately increase his profits. He was experiencing a Profit Leak.
If everything stayed the same and all he did was reduce the refund rate - he would experience an immediate increase in revenue.
Our recommendation was to extend the guarantee from 15-days to 1-year and add a “risk reversal” component. (In other words, our client would be willing to accept more risk than his clients’….)
Risk Reversal strategies are a great way to prove to your prospects how much you believe in your ability to deliver results.
What was the impact of this strategy?
Refunds went from 35% down to less than 2% within a year!
?He put more money in his pocket and, because the offer was more attractive, he received a handsome boost in sales adding millions in revenue.
The secret to long-term success and dominance is not by getting more sales - it’s about first turning prospects into raving fans.
What’s the difference?
A fan will become your best source of referrals and go out of their way to buy everything you offer them. (Think Apple. Their fans will get up at 3am to get in line to be the first to purchase the newest iPhone.)
You can do this too...
Following our client-getting strategies, he created a series of high value, education-based content before making the product available. This content addressed his prospects greatest problems and desires - and they loved him for it.
After winning their loyalty, he gave them the option to purchase.
The result? The client called us up and said:
“This is crazy! It's not even for sale yet, and we’ve received over $25,000 in orders. I’ve never experienced anything like this before, what’s happening!?!”
(Several people wanted his product so badly, they found the order form using an advanced search engine query and purchased before they knew what they were getting!)
His office got flooded by emails and phone calls from people begging to get in before it was made available for purchase. In other words, he created a buying frenzy….
When the product finally became available, he earned over $250,000 in sales within 24 hours. And made over a million bucks in the following 5 days - more money than they experienced the prior 12 months... combined.
This was, by far, the FASTEST revenue growth the company had ever experienced in its 19 years of existence.
He then repeated this process several more times and generated almost 8-figures in sales.
A popular author, coach, and speaker amassed a good-sized database of existing customers and prospects.
She spoke with us and wanted to find more ways to monetize this list.
We suggested she deploy our Customer Re-Engagement Strategy. This is a systematic strategy bringing inactive or lost prospects and past clients back into the buying funnel.
Typically, this strategy involves a series of either 3 emails and a completely irresistible offer. In this case, however, the offer was so compelling, she only sent 2 emails and her month-to-month sales went up by over 100%.