Ep. 90

How to Take Quality Care of Your People (Think: Your Champion)

Sales Funnel Series, Part 5

Take your small business to be the business “everyone keeps hearing about…”

Who are Your People?

• Your people (they have decided to be your Super Fan)
• They’ve been coined “your apostles” because they are out speaking the good word of you. We call them CHAMPIONS
• They feel comfortable (They seek out new ways to) learn from you, be part of your group, or contribute to your cause.

You know you have a champion when…

• Their spouse, close friends, and beauty shop ladies know you.  By name.
• They cannot stop talking about you.  Everywhere.
• The love and buy every, single thing you sell.
• They volunteer to do more, buy more, or give you even more than what you asked of them.
• The relationship between you and your champ is what we call “The Ultimate Win-Win.”

Why do your champions matter?

• Organizations, businesses, and even political parties do not survive WITHOUT them.
• Example: NFL with the Seahawks fans in freezing cold weather.
• These are the lifeblood of your business.  Think of Cheers, “Norm…” walks into the room. 
• McDonald’s shift and the old, curmudgeonly guys come in for morning coffee and pancakes. They know their menu better than you.

How do I influence my champions even more?

• Figure out a way to be one-step ahead of their request. Keep them happy.
• Example: NFL with the Seahawks fans in freezing cold weather.
• These are the lifeblood of your business.  Think of Cheers, “Norm…” walks into the room. 
• McDonald’s shift and the old guys come in for morning coffee and pancakes. They know their menu better than you.

Why are they so committed to me & my services?

• They seek connection.  Find ways for these members to meet others like them.  (Membership group. MeetUp of members.)
• They want status.  (For the Inner Circle of fans.  High paying customers… we offer this…)
• They want access to you.  (NFL, meet the players day…with purchase of this & this…)
• Find ways to have “elite club members only” events.  (Only season ticket holders get to attend the event…)
• If you buy this package AND the membership bonus, you’ll receive FREE _________.

What else can I offer them?

• Signed copies of your work (great for creators.)
• An open house of your newly remodeled restaurant (by invite only of those reward members that have 5,000 points of more.)
• Offer a new experience. 

How often should I connect with them?

• Surprise them. 
• Make it personal. Everyone knows a card is coming at the holidays.  I send a card 2-3 times a year in the off months.
• Leave something that reminds you of them. 
• Send them tickets to your exclusive event…
• A simple thank you card for doing business with you.  Buy the staff lunch after your business with them.

 

How do I include them?

• Something special…just for them.  Think everyone can buy tickets to a concert.
• Few pay more for the up close seats.
• They pay more for the backstage passes.
• And your champions will pay a lot more for the “15-minute meet the band” before the show… (that comes only with  up close seats and backstage passes…)

So, How Do You Quickly Get Started with Your Solid Sales Funnel?

• Take one step and start moving forward.
• Next time I'm going to show you how to do even more and get your customers to start talking about you.
• You have big work to do. I love showing you how to simplify the steps so you are working smarter instead of harder.