How to Turn Your Clients Into Superfans

Beyond the Mop

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Have you ever wished your clients would stick around for 1 year, 5 years, or even 10 years? What would it look like to have clients remain with you for 20 or even 40 years? In this episode, we talk about turning your clients into superfans.
A) Your goal should be to offer value so strong, it hurts your prospects or clients to turn you down. There are several things you can do:

1. Refer business to them before they do business with you. When we do our walkthroughs, I'm trying to figure out how I can make them money (e.g. who can I refer to them for their business revenue) or what resources I can provide for them before they even do business with us.
2. Open up your entire network. Maybe you see a need that you can fulfill. On the cleaning level, if I see they're purchasing toilet paper, paper towels, etc. from box stores I'll tell them they can probably save 50% by purchasing from a local supplier. Or as it applies to their business, I'll ask open-ended questions in our walkthrough and I'll dive into a pain point if revealed. If I can solve that pain point through my network, I'll make a referral.
3. Offer a loss leader. We'll offer free services in exchange for a sign contract, like a free deep clean, specialty floor work, etc. Or if they have multiple locations, I'll offer to clean the first at a reduced price and then charge our rate for the remaining. Only do this if you can get a profit on the backend.
4. Provide extra value that others don't provide. In this episode I talk about a school client with junk along their property. I paid 1-800-GOT-JUNK to come out and remove it for them, for free, in exchange for a signed contract. Pain point resolved and new client won.
5. Do a strategic alliance. Sit down with a client or prospect you like, know, and trust, and exchange leads, resources, help, etc. It'll strengthen that bond.

B) Show up to their location and/or call and do a joint walkthrough. It's our goal to do a walkthrough frequently within each location.
C) Treat your client's staff well. Send gift baskets. Or even do something as simple as dropping off bags of candy.
D) Send a quick 1 minute video to update your service, to tell them you appreciate them, etc. I referenced Goat Milk Stuff and their video campaign when you order with them. Super personal and each video is tailored to the order. They use Bonjoro, but you could use something as simple as your phone and your email.
E) Offer to test new equipment or a new service on them, for free. We'll use our clients as a test run on new offerings, solicit their input, and use their testimonial on future projects.
F) Always reach out to your clients before they reach out to you.
G) Get you clients involved in a community project.
Resouces mentioned in this episode:
Superfans by Pat Flynn
My Clean Pivot - I offer tailored, trained coaching in a one-on-one setting through Zoom whereby we'll cover together topics important to you and your business. Let's face it: it's difficult to go at this alone. So if you feel frustrated or you're stuck on a plateau, let My Clean Pivot help get you over that hurdle. For more info, check out www.mycleanpivot.com.
This is episode 7 of 8 planned. If you have any questions you'd like to ask and have answered over the podcast, go to www.speakpipe.com/beyondthemop. If we have enough questions, we'll do a bonus episode at the end.