A Formula for Repeat Buyers - The Key to the Kingdom

Howdy Friends!

Not too long ago I was talking to my friend David Garfinkel. He was doing a call with his Copywriting Mastery Club on creating a “Repeat Customer Profit Bonanza!” He asked me to contribute because he knows I get tons of repeat business.

Now, I never thought about why I had so many repeat clients before. It was instinctual.

So I racked my brain and found out why! (Took me a few hours… but it was worth it.)

Would you like me to share?

Okay, since you asked here’s what I came up with.

It’s a formula… in fact, it’s the great formula for Mark Joyner’s Great Formula! (Sorry Mark, didn’t mean to steal your thunder…)

The first part of the formula is RESULTS.

With results, your customers gain trust and respect. After all, they are paying you do do something, right? That means if your product or service truly delivers the goods, you’re setting up an expectation it will happen again.

Results are important, but they are only a tiny part of the formula…

Next, you need a dose of good old fashioned COMMUNICATION.

When you communicate, you build your relationships, find new needs and show new solutions that your customers don’t know you even offer! It works online or offline, keep the communication flowing… and make sure you aren’t always pitching in every communication.

A phone call out of the blue, sending an interesting article relevant to thier business, even a happy birthday. It all adds up to building the realationship and bonding.

Then comes VALUE.

When you provide extra value, you become a center of influence, you become the go-to guy (or gal!)

I go out of my way to help my clients and customers value outside of what they see as my core competence.

For example, my copywriting clients end up getting thousands of dollars of marketing advice… for free. Just share your knowledge and add more value and you’ll see how different you are compared to the competition.

Most people these days only want to do the minimum they can get away with. Step outside that paradigm, and watch what happens.

Finally, CUSTOMER CARE.

I hate the phrase customer service. I want my clients to be CARED FOR. Big difference in my book. Early in my career, this brought up it’s own problems (like needy, clingy clients.) But after I learned better how to choose my clients, it works like gangbusters. When you combine it with value… that’s a winning combination.

And when you consider how lousy customer service is online these days (few marketers seem to “get it”) an exemplary customer care can be a HUGE differentiator.

For example, I work with Rick Raddatz, HE gets it. I was flown by Rick to Brekinridge Colorado for a 2 day brainstorming session this winter. We focused on customer service a good amount of the time.

But Rick didn’t just pay lip service to the concept. When I wrote his Instant Teleseminar copy, we added Ricks personal cell phone number in the copy.

Why?

We were showing his committment to customer care, and if customers didn’t get a problem solved, they could call him directly… and he would make sure they did!

How is that for a high level of service?

Perhaps you’re thinking “That’s good for Rick, but I don’t want to answer all those calls.” Fair enough. What may surprise you is that Rick got very few calls regarding customer serice issues. But he did end up getting some good feedback on his product, and several good ideas.

Bottom line - Not only did customers have Rick’s cell phone number as a “security blanket” that made them feel cared for, but Rick saw other benefits too. Talk about a win-win!

When your highest cost is acquiring a NEW customer, taking care of EXISTING customers is the cheapest and most effective way to build your business… PERIOD!

Put the formula to the task and watch your business explode.

Cheers,

Mike