When you recognize that over ...

When you recognize that over 80 percent of all lost clients didn‘t leave for an irreparable reason, you can instantly take action and get many—even most—of those clients back. And when they do come back, they tend to become one of your best, most frequent, and most loyal client groups.

They also turn into your best single source of referrals.

It‘s probable that a large po...

It‘s probable that a large portion of your new clients actually come from direct or indirect referrals right now. But you probably have never put a formal referral system into place.

You‘ve invested far too much in your business and clients,
and the values and benefits you provide are too important, to allow all of the friends, coworkers, family members, and col-leagues of your current clients to be denied access to you.

A formal client-referral system will bring you an immediate increase in clients and profit. And it doesn‘t cost anything to implement it.

I call this concept host-bene...

I call this concept host-beneficiary relationships. It‘s a simple process that‘s based on utilizing existing goodwill and strong bonded relationships that other companies already have established with people who are prime prospects for your product or service.

By add-ons, I mean that you g...

By add-ons, I mean that you graduate the client to larger or superior alternative product or package of goods and services. In other words, they may have been content coming into buy the standard, basic product or service. And yet, by under-standing what their intended use for that product or service is, you realize that the basic, standard purchase can‘t possibly give the client the performance outcome they seek. So you recommend a larger, higher-quality, or more sophisticated version of the product that you know will give them a better result. They don‘t have to buy it, but you have an obligation to demonstrate to them the differences in performance and outcome they can expect to receive and to make them an offer that gives them an incentive for considering trading up.

A cross-sell is introducing to the client an additional product or service that will add or increase the result of their transaction with you or your company.

Your goal is to eliminate as ...

Your goal is to eliminate as much, if not all, of the risk in the transaction for your client. When you take away the risk, you lower the barrier to action and eliminate the primary obstacle to buying.
Aggressively let your clients know that if they are dissatisfied, you will give them their money back, redo the job at no charge, or whatever else it takes to demonstrate your total, passionate commitment to their satisfaction.

Clients will take advantage of this risk-reversal strategy and very seldom ask for reimbursement. But the offer will serve you 100 percent of the time.