When you enroll a new client, their “yes” should be the beginning of something wonderful.
But it rarely is:
20% leave after 100 days: Using SaaS as an example here, if 70% of buying decisions are made based on feelings, but 20% of new customers don’t stay enrolled for even 100 days, what are we missing?
Care decreases on “Yes”: The attention, energy, enthusiasm, engagement, and support during evaluation disappear all too often when a sale is made. Rather like a spouse that stopped trying after courtship.
A sign of things to come: That’s all the evaluation process should be. We should expect more of the same following “Yes”, if not a greater amount of what led you to say “Yes” in the first place.
Ever bought something and wondered where the energy of the seller went afterward? Could you be doing that to those you serve?
“I need all these things before I can launch.” “I need this sum of money before I begin.” “I need these things before I can become rich.”
Those who say these things are very sure of their words, considering they’ve never done it before.
Honestly: just start.
New tools mean you could get the same at what you do, differently. A new email app that is basically just the same but different? Great, now you need to learn how to be the same as you already were. An improved technology that creates the same result in a different way? Great, now you’ll achieve the same, slower.
The dip in practice and focus means they’re not so great anymore. So the endorsements and promos dry up.
Maybe it’s not the endorsements and promos that need your focus.
Maybe you simply need to continue to practice and focus.
Then – and only then – does an offer become viable, congruent with the slices of belief that preceded it. For example, the offer to start along the journey of the above system, based on the above idea, with no risk to me whatsoever, becomes only logical for me to accept.
It’s far better to feel those signals – and have the opportunity to act positively toward them – than to have no signal at all.
What signals do you experience in your inner-word? Are you listening to them, or pushing them down because “you’re not supposed to have them”?
You kept it because the experience was great. Because it drew you closer to a brand you’ve come to value. It was so good, you kept the box.
Question time: how can you create an experience so great for those in your care, that they “keep the box”?