Post on 14-Feb-2016
description
Presented by astonish results 2011 created by Paul Rakotoarisoa
Why do agencies
lose business?
(and how can we avoid it?)
Top Reasons Why Business
Walks Away*
4% of clients die
14% product
5% from recommendation
9% based on price
* source:
OF MODERN CONSUMERS LEAVE BECAUSE OF A BAD EXPERIENCE*68%
Attitude*
Poor Service*
HAVE MOST LIKELY DEALT WITH:68%
Apathy*
Poor Communication*
OF BUYERS BUY ON PRICE WITHNO LOYALTY.15%
RELY ON IDEAS OFTRUST AND LOYALTY
TO MAKE A PURCHASE70%-85%
RELATIONSHIPS=LIFETIMELOYALTY
3 WAYS TOINCREASERETENTION:
1maintain regular contact.(follow up)
2care about your customer.(remember, you sold them)
3be pro-active.(you’ll look like a hero)
Average retention rates:(Number of Policies/Retention Percentage/After 5 years)
If you have:
1 policy: 27% chance
2-3 policies: 55% chance
4+ policies: 92% chance
THEMOSTSUCCESSFULASTONISHCLIENTS:
DEVELOP: KNOWLEDGEABLE SERVICE CONSULTANTS
ACCEPT AND EVALUATE: CLIENT COMPLAINTS
CREATE: A LEARNING RELATIONSHIP WITH CUSTOMERS
ACCEPT AND EVALUATE: CLIENT COMPLAINTS
DEVELOP: KNOWLEDGEABLE SERVICE CONSULTANTS
CREATE: A LEARNING RELATIONSHIP WITH CUSTOMERS
INFORM:CLIENTS OF RELEVANT CHANGES
CREATE: A LEARNING RELATIONSHIP WITH CUSTOMERS
ACCEPT AND EVALUATE: CLIENT COMPLAINTS
DEVELOP: KNOWLEDGEABLE SERVICE CONSULTANTS
INFORM:CLIENTS OF RELEVANT CHANGES
ENCOURAGE:CLIENT FEEDBACK
INFORM:CLIENTS OF RELEVANT CHANGES
ENCOURAGE:CLIENT FEEDBACK
ORGANIZE:AROUND THEIR CLIENTS
CREATE: A LEARNING RELATIONSHIP WITH CUSTOMERS
ACCEPT AND EVALUATE: CLIENT COMPLAINTS
ENCOURAGE:CLIENT FEEDBACK
INFORM:CLIENTS OF RELEVANT CHANGES
CREATE: A LEARNING RELATIONSHIP WITH CUSTOMERS
ORGANIZE:AROUND THEIR CLIENTS
EMBRACE:DIVERSITY AMONG CLIENTS
ORGANIZE:AROUND THEIR CLIENTS
ENCOURAGE:CLIENT FEEDBACK
INFORM:CLIENTS OF RELEVANT CHANGES
EMBRACE:DIVERSITY AMONG CLIENTS
EMBRACE:DIVERSITY AMONG CLIENTS
ORGANIZE:AROUND THEIR CLIENTS
ENCOURAGE:CLIENT FEEDBACK