This week on the 2nd Act Entrepreneur show earn 3 ways to increase revenue, retention, and referrals with current leads and customers.

Did you know it costs 5Xs the amount of money to get a new customer vs. selling to a customer you already have?

And that a current customer is 50-70% more likely to buy?

This week on the show discover three ways to pan your current leads and customers for gold so that you increase revenue, and referrals and retain more clients without spending more on lead generation.

Leap off the lead generation hamster wheel and instead dive deep with the people who have already said yes to you and your business and who trust you enough to say yes again.

Tune into the entire show here. 

One of the first times your new leads really get to know you is in your welcome emails series.

Did you know that welcome emails get opened 8 times more often and clicked on 10 times more than other emails?

Yet, so many welcome series are struggling.

This is why I created a step-by-step guide to help you knock this email sequence out of the park.

Get your free welcome series guide here. Get your welcome series down before the week is up.

Now let’s dive into this week’s show.

#1 – Listen with intention and follow the 3 Rs.

We live in a world where listening is a rarity.

I recently heard a story about someone at a party who was talking to a c-level executive and all he did was intently listen.  He was engaged and actively hearing everything the other man had to say.

At the end of the conversation, he said this is the best talk I’ve had in a long time.  The listener said almost nothing.  

People love to be heard.  Be that person for your customers and your potential customers and even if you do nothing else you will stand out in their minds.

The 3 Rs are:

Repeat. Repeat what the person says. 

Here are some examples:

• What I’m hearing is you love to decorate the Christmas tree. 
• Just to be sure I understand, you’re having trouble downloading the free guide.

Reflect. Respond to what the customer says to you.

Here are some examples:

• It’s fascinating how much joy reminiscing about ornaments gives you.
• I understand it can be so frustrating when technology is challenging.

Respond. Respond to what the customer says to you.

Here are some examples:

• I’m so happy to hear you enjoy the Christmas season and the memories you’ve made.
• I apologize that you’ve had to go through this experience.

Get more insights and details here in the episode.

#2 – Add value and create conversations.

When we show up in true service, not service masked as a sale we become an ally to not only our customers but also the leads we have accrued.

This empowers us to stand out in any marketplace because most people simply won’t go through the trouble.

Conversations are easily started because you are curious about what your customers are struggling with and where your leads are on their customer journey.

The more you learn from your audience, the better you are equipped to offer them solutions when they are ready.

You will also become a confidant and go to resource and referral partner when they or someone they know are ready to buy simply because you took the time to get to know them and give them steps to reach their goals.

Get more insights and details here in the episode.

#3 – Meet your customers where they are.

Mapping out your customers’ journey is one of the most powerful marketing exercises you can do to grow your small business.  When you identify the problems your clients have before and after they meet you it is easy to 

Say yes to people who are ready for your solution and have them say yes to purchasing

Refer people who aren’t ready to a power partner

Create product offerings for each part of the journey so you naturally move people toward becoming lifetime customers

Get more insights and details here in the episode.

If you enjoyed this episode would you please share it with someone who could benefit?  Also if you haven’t left us a review, we would love yours on your favorite podcast platform.

Until next week, be well, stay safe and take care!

~Alisa