Client Magnets Official Blog

• Do clients hire you by the hour or day for the service you provide?
• Are you a one-time wonder?
• Do you think that one sole service or product you offer will give your customers exactly what they need to achieve the lasting results they want?

Really give this some thought:

You can’t expect that one single transaction with your client will make your business successful. So, your clients shouldn’t expect that a one-time offering of your services will permanently solve all of their needs.

But, if you turn that one-time transaction into a repeat transaction, you’ll provide better service to clients and create more income in your business.

Encourage your clients to recognize that long-term change happens with consistent input and ongoing support. Instead of selling your services by the day or the hour, present an offer for a package of your services.

Since they have already agreed and chosen to do business with you, your existing clients will appreciate knowing about your packaged services.

Think about the packages you could offer to create repeat transactions. Then, at any point during the initial transaction, offer that package which you know is what your client needs to get the ultimate result.

Repeat transactions or services are in both your best interest and your client’s best interest. You’ll actually be making fewer transactions while simultaneously making more money. And, although you may possibly be selling to fewer clients, they will be better quality clients.

As for your clients, receiving your ongoing services is obviously in their best interest. Not only are they receiving your expertise, but by asking them to make a commitment, they will be taking their business and what you have to offer more seriously.

Let’s say, for example, that you’re a sales trainer. You create a presentation that gets a sales team all hyped up and motivated for a day. On the following day they have great success on the telephone or going out talking to clients.

But what happens a month after that? They’re probably right back where they were before you came in and worked with them. That doesn’t mean your training didn’t work. This is just what happens to people. After they’ve learned something new, they can easily slip back into old ways without ongoing support and refresher courses.

From the outset, tell your clients that you only want to work with committed clients – the ones that recognize that their continued success requires your ongoing support. Doing so will create more business for you. If you find this difficult to do at the point of making the sale, make it clear after you’ve delivered your initial service that consistent results require consistent commitment.

You might even consider not offering quotes by the day or hour anymore. Think about providing packages that will not only get clients immediate results, but help them to sustain those results over time.

You will create more business by doing this because clients will treat you differently. You’re going to stand out from the other providers that just bill for the day or hours they’ve worked. You may lose a client or two along the way. There will likely be some clients that insist upon only one day of service and don’t want to make any long-term commitment. You might lose that bit of business.  That’s okay. You will be creating more space for better, quality clients. These repeat clients will more than make up for the loss of that one-time sale with their recurring transactions.

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