The final stage in the 8-Step Inbound Marketing Method is all about:
– assessing client satisfaction,
– securing testimonials and customer reviews,
– identifying upselling or cross-selling opportunities, and
– seeking referrals.
This step is deceptively unimportant but is the key to unlocking your 8-Step Inbound Marketing Flywheel. A marketing flywheel is like a big wheel that generates leads and sales using momentum while saving you the energy to constantly spin it yourself.
At first, it’s hard to get it moving. But once it starts spinning well, it keeps going on its own. This is like a good marketing plan that, after a while, works by itself without much extra push. You essentially use the momentum of your happy customers to drive referrals and repeat sales.
The more you put in to spin it, the more it spins to generate hire quality leads and repeat sales.
After fulfilling your promise to the client, it’s essential to solicit their feedback. This can be done through a survey or questionnaire, where you can gauge their level of satisfaction and identify any areas of concern. Addressing any issues promptly helps maintain client happiness and provides opportunities to improve your offerings.
Frederick Reichheld of Bain & Company, the inventor of the net promoter score, found that increasing customer retention rates by just 5% can boost profits by 25% to 95%. This highlights the significance of keeping your clients happy.
Following the survey, if a client is happy with your product or service, request a customer testimonial or online review. Client testimonials serve as powerful endorsements for your business and can be used in various marketing materials to help you with:
– Improving credibility,
– Increasing social proof, and
– Handling new customer objections.
The process doesn’t end with a single sale. It’s about maximizing the relationship with the client. Similar to how a clothing store tries to sell accessories with a suit or a dress, you should also explore opportunities to upsell or cross-sell your products or services.
– Upselling is persuading a client to buy something additional or more expensive.
– Cross-Selling entails selling a different product or service to an existing client.
Based on the client’s initial needs and their feedback, you can identify other solutions you can provide for them. This not only increases your revenue but also adds value to your client’s experience.
The final sub-step in this process involves asking your satisfied clients for referrals. Referred clients are generally easier to sell to and less price-sensitive. Be sure to follow up on these referrals promptly and apply the same 8-Step sales process to engage them.
This final step of the 8-Step Inbound Marketing Method emphasizes the importance of client happiness, continuous engagement, and growth. By surveying for happiness, seeking testimonials, upselling, and getting referrals, you can enhance client relationships and grow your business.
With the entire method, you can:
– attract more people,
– engage with high probability leads,
– convert more prospects into clients,
– impress your clients to secure more business and referrals, and much more.
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