creating loyal customers who sell for you
TRANSCRIPT
ServiceRICH Creating Raving Fans
Welcome to ...
Who is ActionCOACH?• Proven strategies for increasing business
results, building business systems, and improving team performance
• Vision : World Abundance through Business Re-Education
• Founded in 1993 by Brad Sugars• 750 coaches in 60 countries• Top awards for franchisee satisfaction,
contribution to business community and top brand for business coaching
• Client for the last 4 years• Marketing is MATH• Can open 1 new outlet per month• Owner is 31 years old
Winner of Asia Pacific• Entrepreneur of the Year • Best Marketing Campaign
• Rapid expansion• Innovative concept & marketing
Winner of Asia Pacific• Fastest Growing Company
SERVICEPeople & Systems
Do Customers Leave Feeling ... ?
Satisfaction
or Delight
Customers want ...
But, they talk about getting more than they ...
SATISFACTION
Expected
Don’t wait until there’s a problem to start taking care of your customers ...
Good Customer Service is ...
PRO-ACTIVE
Customers always expect you to get better
Keep on getting better ...
INNOVATE
Times when it really counts to impress with your service ...
What are your ...
MOMENTS OF TRUTH?
People leave because ...• 1% - Death …• 3% - Move House …• 5% - Buy from a Friend …• 9% - Sold by a Competitor …• 14% - Product/Price …
•68% - PerceivedIndifference …
68% of People leave you because of ...
You just don’t care ...
PERCEIVEDINDIFFERENCE
Winning Customer Service ...
EASY TO BUY
'WOW' Factor
CONSISTENCY
What gives your customers a feeling of ...
CONSISTENCYHow can you use these in
your business …
How can you make your customers feel that it’s ...
EASY TO BUYHow can you use these in
your business …
What can you do to give your business the ...
'WOW' FactorHow will you ensure this happens for
every ‘A’ Grade Customer … ?
THE LADDERof
LOYALTY
SUSPECT
The Ladder of Loyalty
Someone is a SUSPECT if they fit your ...
TARGET MARKET
SUSPECT
PROSPECT
The Ladder of Loyalty
Someone is a PROSPECT if they ...
and, you collect their ...
TAKE ACTION
DETAILS
SUSPECT
SHOPPER
PROSPECT
The Ladder of Loyalty
Someone is a SHOPPER if they ...
and, you confirm their ...
BUY SOMETHING
DETAILS
SUSPECT
CUSTOMER
SHOPPER
PROSPECT
The Ladder of Loyalty
Someone is a CUSTOMER if they ...
BUY A 2ND TIME
MEMBER
SUSPECT
SHOPPER
PROSPECT
CUSTOMER
The Ladder of Loyalty
Someone is a MEMBER if they have a ...
and, they feel like they ...
MEMBERS KIT
BELONG
ADVOCATE
MEMBER
SUSPECT
SHOPPER
PROSPECT
CUSTOMER
The Ladder of Loyalty
Someone is an ADVOCATE if they ...
TELL OTHERS ABOUTYOU …
Get Real Results
Someone becomes an ADVOCATE for you if they …
ADVOCATE
MEMBER
SUSPECT
SHOPPER
PROSPECT
CUSTOMER
RAVING FAN
The Ladder of Loyalty
DO YOUR SELLING FOR YOU
Someone is a RAVING FAN if they …
Give them Position and
Rewards
Someone becomes a RAVING FAN if you …
Is your service your uniqueness?
GREATSERVICE !
People pay extra for …
MANUALor
CRM?
YOUR DATA-BANK
Keeping in Touch
YOUR DATA-BANK
Grouping for
Customized Approach
YOUR DATA-BANK
Monitoring Sales
Pipeline
YOUR DATA-BANK
Know Your NumbersLeads
xConversion Rate
=Clients
xNo. of Transaction
xAverage Sale
=Revenue
xMargin %
=Profit
4000x
25%=
1000x2x
$100=
$200,000x
25%=
$50,000
4400x
27.5%=
1210x
2.2x
$110=
$292,820x
27.5%=
$80,525
For more information about getting your business autopilot, view…
6 Levels of Entrepreneurs in short by Coach Cynthia: https://www.youtube.com/watch?v=rEOAj8L8lvg
6 Steps to Autopilot Business in short by Coach Cynthia: https://www.youtube.com/watch?v=HdI9J6GNImw
6 Steps longer version by Founder, Brad Sugars: https://www.youtube.com/watch?v=OfT2eCtg3wY