What would happen if a law were suddenly passed that said you were no longer allowed to get any new customers?
You couldn’t advertise.
You couldn’t generate new leads.
You couldn’t do business with anyone who hadn’t already done business with you.
You could only work with the people you’ve already established a relationship with.
What would you do?
I’m a big fan of provocations like this.
Artificially constraining something as a thinking mechanism forces you to see opportunities you might otherwise overlook.
If you’ve been in business for any amount of time, you’ve already got people you’ve successfully helped get a result.
They know you. They like you. They trust you.
And there’s a very good chance they would happily pay you to help them get an even better result…if you were smart enough to offer it to them.
That’s the real opportunity in Profit Activators 6 and 7: providing after-sale service and nurturing lifetime relationships.
Most people start out serving a particular market, at a particular price point, with a particular product or service.
Then they grow. Their capabilities expand. They become better at getting results.
But often, their offerings remain frozen at the level where they started.
They keep looking for more people to buy the same thing instead of asking what more they could do for the people they already have.
So here’s a very valuable question to consider:
What would your clients definitely buy from you if you were smart enough to offer it?
What would your clients definitely buy from you if you were smart enough to offer it?
Take a look at your best clients…the people you’ve enjoyed working with and have already gotten a great result for.
What are they still struggling with?
What’s the next result they want?
What could you take off their plate?
Could you offer them a more complete, more assisted, more certain way of getting the outcome they really want?
Maybe it would need to cost five or ten times what you currently charge.
That’s okay.
Start by imagining the best possible way to get the result. Then determine what it would need to cost to deliver it properly.
You may discover the fastest path to growing your business isn’t finding more strangers.
It may simply be making a better offer to the people who are already glad they found you.