Client Retention
Strategies for keeping clients engaged, getting repeat business, and generating referrals.
83 posts
Groundhog Day
Ever notice the subtle patterns in your daily life? I like to start my day with breakfast at my favorite Honeycomb Bakery. Today, I realized a lot of other p...
Longetivity
Did you know I drive a BMW? In fact, I’m on my sixth or seventh BMW by now. What’s kept me a loyal BMW owner all these years isn’t just the car itself, it’s ...
The Value of Community
People underestimate the value of the community. Most business owners get hung up on the whole idea because they think it's two separate things. They wonder,...
Audience first
Most people start a podcast as a way to generate leads. First, they get an idea of what the podcast will be about. Second, they record an episode or two and ...
Profit Activator 7
People go through life managing daily urgencies. It's how we operate. You have a long list of essential things that need your focus, and you're aware of them...
Mainland Advantage
I do a podcast with Dan Sullivan called "The Joy Of Procrastination." We often discuss society's migration from the "mainland" into "cloudlandia." You can se...
Planning To Dominate
Profit Activator One says: Select a single target market at a time and plan to dominate it. When most people hear me talking about that, they don't listen to...
Understanding people
Remember how I always talk about orchestrated referrals and Profit Activator 8 and how that's probably your biggest low-hanging fruit for increasing your bot...
Risk Reversal vs Results
In every business transaction, there's always somebody who has to take a chance. And most people demand their clients take that chance first: "You pay me, an...
The Tyranny of Convenience
I've recently read an interesting article in The New York Times called The Tyranny of Convenience. The article discusses how convenience always wins. It expl...
Awareness
You hear me talk a lot about syndication, scale-ready algorithms, and how to dominate your industry. But building a huge business might not be everyone's dre...
After Sale ROI
Have a look around at what other businesses are doing in most markets. You'll notice that the majority of them are very front-end loaded. And I mean that the...
Make it Real
One of the most important and profitable things you can do for your business is to identify your unique offering and turn it into a competitive advantage ins...
Provocation
There are many people who, once they discover marketing, fall in love with it and what it can do to their business. What's more, the moment they realize the ...
Cloudlandia
There's never been a better time to be in most types of businesses. From the outside, it may look like technology is making everything redundant. But the opp...
Preemptive Serendipity
There are certain industries that, because of their nature, are having difficulty getting people excited about them. For example Nobody’s looking forward to ...
A Progressive Relationship
Have you ever heard of the company Deluxe? Deluxe is one of those huge companies that operate mostly under the radar. And what they do is they print business...
Rare and Delightful
Let me ask you something… Scroll through your inbox and try to find the last message meant only for you. How long ago was it? You’d be surprised at how few o...
Free Trial FTW
When your business has a very strong After Unit component to it and most of your revenue is from serving clients regularly… then... One of the best assets yo...
Content Curation
One of the components of your Profit Activator 3 is your flagship email. The purpose? To educate and motivate people to get started with you. And sometimes, ...
The Love Letter
One common mistake people make with their 9-word emails is that they jump to the prescription too soon. Here’s a typical 9-word email scenario: “Are you stil...
Showing vs Telling
How do you differentiate your product or service from your competitors? Most people focus on features. Listing everything their products have or do… trying t...
Compelling Before Convincing Pt.2
Here’s the thing about online marketing... You get the best results when: you isolate the work you need to do initially into separate steps, and, you focus o...
Always Open
One classic example of "expense-based" marketing is the launch model. Here, your Profit Activator 2 is your JV partner. You rely heavily on them to push pros...
5-Star Prospects
When you're building your list of prospects... an asset that will appreciate over time… You must have a system of record-keeping and documentation. Something...
Contentimonials
Most people use their podcasts as a tool for lead generation. But in reality… a podcast is a much better lead conversion mechanism, perfect for your Profit A...
What's Coming
I spend a lot of time thinking about the digitization of the future and how that’s all changing everything for us. Every year I attend Peter Diamandis’ event...
About Mom
You hear people talking about how "email is dead" and how "nobody reads email anymore…." But this couldn't be further from the truth. Just look around you… N...
5 Mistakes That Kill Your 9-Word Email (And the Fixes)
For the complete guide to the 9-word email, including the formula, variations, and real results, read The 9-Word Email: The Complete Guide by Its Creator. Fo...
Conversion Wrestling
When people struggle with lead conversion, it's often because of a straightforward mistake... They take the words "lead conversion" too literally. It's easy ...
Pre-programmed for Your Convenience
There's a brilliant campaign from Molson Canadian beer from a few years back. They would run a full-page ad in a woman's magazine… I think it was Cosmo… with...
Social Reward
One of the most common tactics to get referrals I see people use is Contests. And at first glance, it makes a lot of sense. You want to incentivize people, a...
Return on Groceries
Becoming the advocate and trusted advisor to your target market is not only a noble thing to do… It's also the most profitable for both you AND your customer...
Pulse of The Future
Every year I go to Peter Diamandis’ Abundance 360 conference. It’s an exciting event and THE place to be if you’re curious about cutting-edge technology… and...
Plan to Dominate
https://vimeo.com/792943492 Transcript One of the most impactful books that I've read was a book called the p and g 99, and the p and g stands for Proctor an...
Outcome vs Process
If you want people to take action, you have to offer them what I call "cookies". It’s a way to take the initiative and get your prospects into motion, so the...
Vending Machine Wiring
You often hear me talk about vending machines, And how your Before Unit needs to work just like one. A machine that delivers you, clients, every time you ins...
The Appeal-O-Meter
My friend John Carlton created a thinking “device” called The Appeal-O-Meter. And what it does is It helps you discover the appeal of your offer to your pros...
The Dream Pill
https://vimeo.com/793316544 Transcript do you ever remember seeing that commercial? When is a diet pill worth $153 a bottle? You know, that was the number on...
Information Magnets
When your product is a very complex thing, Something that needs a bit of explaining before your prospects can see the real benefit of it, You really need to ...
Gift Card vs Discount
https://vimeo.com/790853311 Transcript One of my favorite things that we've done, the favorite distinction that I've discovered, is the difference in value b...
Secret Psychology of Why People Refer
https://vimeo.com/790819703 One of the most important things to understand about referrals is the secret psychology of why people refer. And it's not what we...
Reverse Conversion Engineering
Do you know what "reverse engineering" means? Here’s the definition of it: Reverse engineering is taking apart an object to see how it works in order to dupl...
Subject Lines
I've been studying emails in great detail lately. I'm getting an inside look at all kinds of businesses in my Email Mastery Case Study program. One of the mo...
Just Buy The Book Dummy
Writing about Soap Opera thinking last week got me thinking about one of the most pleasantly surprising things that ever happened to me. I was fortunate to b...
What People Will Do
Mike Tyson once said, " Everybody’s got a plan until they get punched in the face". He must’ve been talking about business... because that’s exactly how thin...
Capacity Currency
There’s a source of amazing opportunity in your business that you might not recognize. It’s the excess capacity you have to do more of what you do. There is ...
Lead conversion love languages
There's a great book called The 5 Love Languages. It talks about how different people experience being loved. Some people need Words of Affirmation. Some nee...
Re-engagement
There are many things you can use your emails for... But only one of those things is the fastest and surest way to turn a short little email into money in yo...
Smile please…
Quarantine continues to affect how we’re all doing business. Still, adversity is the mother of invention, and many of the entrepreneurs I’ve spoken to are re...
Getting the lay of the land
Do you know where your clients reside within your business? Not geographically, but where do they reside in the 8-Profit Activators? Are they in the before, ...
Write the punchline
Remember when you were in school and had to write a story for class? You were taught a system that worked all the way through school. You’d do an outline fir...
Chaos to Clarity
Most of the time, if you’re the owner of a business and you are very hands-on, you’ll end up wearing many hats. Sometimes all in the same day! If you don’t h...
Auto Metrics with Isaac Partita
Today on the More Cheese Less Whiskers podcast, I want to share a conversation I had with Isaac Partita, who helps car dealers and car consultants to grow th...
Why 9-Word Emails Fail (And How to Fix Them)
This post covers a specific failure mode of the 9-word email. For the complete guide to how it works, read The 9-Word Email: The Complete Guide by Its Creato...
SPEAR emails
The process of generating leads is very data-driven… You can easily break down the stages, review the results… and then turn the dials to optimize your campa...
The magic trick
One of my favorite 9-word email stories is about a guy who taught jiu-jitsu classes. It goes like this… Some time ago, I was running full-page ads in Success...
Results
Ask yourself this: “What would I do if I only got paid when my client gets the result?” Notice how, the moment you start thinking about the answer, two thing...
The Starbucks test
Whenever you’re in doubt about your 9-word emails, and you’re not sure if you’ve done them correctly… A quick “Starbucks test” will tell you if you’re on the...
Outbound emails
9-word email is great for reviving dead leads… But you’d be surprised how well it works for outbound emails, too. Let me show you an example… The company who...
Re-engagement dont
There are many things you can use your emails for... But only one of those things is the fastest and surest way to turn a short little email into money in yo...
Bystander apathy
The first thing they teach you when you take a CPR course is how to overcome bystander apathy. It goes like this. If you're the first on the scene of an acci...
Expense vs investment
Most people, when they think about advertising, they see it as an expense. So they want their ads to be profitable. Which means, when they run their ads, the...
Free marketing
Running ads has never been easier thanks to Facebook, Instagram, and other social media. However, the number one challenge people have with ads is still here...
Investable hours
We recently launched our podcast service called Dial Talk Done. It’s the same model that drives my More Cheese Less Whisker podcast. And the whole premise of...
Confidence vs result
Consider this: What’s the result that you’re 100% confident you could create for your prospects? See, whenever I ask this question, the most common reply I g...
The prescription
I get a lot of questions about 9-word emails. And they’re mostly about what happens next… See, the magic of the 9-word email is so powerful, people get back ...
The Jennifer Leathers message
When somebody signs up to your email list, what’s the first thing you do? If you’re like most people, you send the new subscriber a welcome email with links ...
Your dream come true
Sometimes, you start a project out of pure passion… You don’t think about it in terms of a business. In fact, making money from it is the last thing on your ...
The pursuit of now
When it comes to lead conversion… I’ve realized... the whole process is about one thing and one thing only… We, the business owners, are constantly in the pu...
Recurring income
Everybody loves recurring income... But, do you know what’s the most critical thing about recurring income? Is that it recurs. And, in order for it to recur…...
The tone of your conversations
Did you know… A 9-word email is not only great for reviving dead leads. It can also do all sorts of magic for your outbound marketing. But there’s one caveat...
Magic tricks
Here’s one of the most important rules about marketing… If you want to sell people what they need, you need to give them what they want - first. That’s espec...
Biggest asset
I talk a lot about the Eight Profit Activators and how to apply them to your business. But what if you’re an artist? Would that same framework work just as w...
Strategic outcomes
If you can’t deliver results for people, you don’t really have a business. So, before you do anything else, that’s where your focus should go… But once your ...
Action triggers
Whenever somebody decides to start doing business with you… and they transition from “prospect" to “customer”… They do so as a result of a certain trigger. I...
Multiplying clients
Most people think the right way to do referrals is by providing some kind of incentives… They set up affiliate programs, think up a variety of monetizing str...
Return on relationships
The real value of your business is mostly in the After Unit… In other words, your biggest opportunity is in building the list of people who bought from you o...
Longevity
Did you know... I drive a BMW. In fact, I think I’m on my sixth or seventh BMW by now… But the thing that has kept me a loyal BMW owner is - my car dealershi...
Personality vs automation
There’s two things your weekly flagship email needs to achieve. One is, to be the carrier for your Super Signature. So you make it easy for your prospects to...
The bulldog technique
Most business owners measure the quality of their leads by the amount of transactions they do in the first 90-days. Take a look at any business, (but real es...
Christmas
I’ve got great news for you... I’ve hatched an evil scheme for your best Christmas promotion ever. And since it’s only 10 weeks till it’s Christmas again… I ...
Bankable Results vs. Mechanisms
Do you know the ONE thing that always sells? Besides that :) It’s the same thing that turns a convincing argument into a compelling offer. And that is... BAN...