What is the LIFETIME value of a customer? Do you have that answer for your business, your route, your sales rolodex? Often when I speak to new or struggling operators I ask this question & if I get a blank stare then I know I’ve uncovered at least one problem–eh hhhm, let’s rephrase that- OPPORTUNITY to put at least one wheel on the right track and help get positive things moving.
One Thought At A Time
Just as a journey of 1000 miles starts with a single step, changing your thinking in business is one thought at a time and it starts with just one and builds from there. Some steps are big leaps, some are small and timid and some even go in the wrong direction but at least it’s a step and the ball gets rolling so let’s not worry about perfection or results for now- let’s just get moving. I want you to take a minute and answer these few questions. No poll to click and I’m not asking for comments below, just you in the privacy of your office with the horizon of what you want to happen somewhere in the distance.
Questions To Ponder
Would you give something of real value to attain a new customer?
Do you view ‘one shot’ customers as one and done and less valuable then those that sign up with a contract?
Are new customers quickly tucked in to your schedule and then put on maintenance mode?
How many clients have more than one of your services?
How many have you offered more than one?
Do you agree with me that Every Account Has a Life? (please read this article for full insight on cancellations, attitude and energy)
Right or wrong are you constantly or quite often combative with clients? ( this link shows you one such instance I had)
The Power Of Thought
Now instead of ending this post with some of my thoughts I’ll ask you to end it with yours. Each of the last 7 questions I’ve asked will help you answer the first one I put forth. The first inquiry, when answered will help you unlock huge growth in your company and help solidify what you already have. I’m aware that by now you’ve pseudo answered all of them and now you want the key but if you take these questions and their answers too lightly- the key will not work, it just won’t. Instead if you truly think on these things for just a day or so you might be surprised at what thoughts and ideas come to your head. Do yourself a favor and print or write these 8 total questions out and take them with you for the next working day. No tricks of contemplation, don’t have to read em out loud in between stops, just be conscious of them through that one day. When the work day is over, come on back and find part 2– I think you’ll be glad you did. I’ll end part 1 with this;
It’s easy to get to the top after you get through the crowd at the bottom. – Zig Ziglar