MBA1752 How To Sell More to Your Customers + Free Ride Friday

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Hey O. Welcome to the Hunt because your business needs you at your best. That's why we deliver daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of Webinar Ninja, an independent software company I started with my partner back in 2014 and today is Free Ride Friday. If you're new to the show, Free Ride Friday is when we give away a lifetime membership to one of our programs. Today we're giving away easy course, our 30 day course on how to build your own online course and a to Z plan. It's called Easy Course for a reason because we show you easily how to pull it off. It retails for $500 over at EasyCourse Co or you can win it for free. All you gotta do is leave us an Apple Podcast rating and review and you enter our weekly random draw we call Free Ride Friday. Go ahead and do that right now and you enter the draw until you win. In today's lesson, you will learn how to sell more to your customers to your actual existing customers that have already paid you money. Believe it or not, it's a whole lot easier to sell to somebody who has already bought from you. They have already proven that they value what you have and what you can offer, they don't need to be convinced. So if you are able to offer them something more, something that they need, something that they want, that trust has already been built and they're more willing to buy opposed to somebody who's never heard of you. So in today's lesson, I'm going to show you some strategies to make more revenue from people that have already bought from you, your existing customers. So let's get into it. Let's get down to business.

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Start today's lesson with an example. Think about this question. Where do you want to go eat out? We often ask this question to ourself. Like on a Friday night, hey, where should we go eat? Should we go to a local pub or bar? Should we go to that place down the street that we love? What about that pizzeria that we always like to grab a slice from? All of us have our go to spots that we love to frequent, and we're actually more likely to go to the places that we know are tried and true, that are good, that have tasty food versus trying something new. Think about all the times you've eaten out in the last, let's say, two months. How many times was it a new restaurant and how many times was it a place that you frequented before? If you're like most people, you probably have gone to more places that you've been to before than fresh new places. And that's natural because you want something that's different, meaning it's different from you cooking at home, but not so different that it's unpredictable and you know for sure you're going to get a good meal. It's so much easier for this restaurant to earn your business than to try to grab a new customer off the street. And the same goes for your business. Sometimes we don't see this until we see another example outside of our own business. Your customers, if you've delivered on your promise, are happy. They liked what they got. They thought that it was a fair exchange, they gave you money and they got something in return. Whether it was a physical product, whether it was a software, whether it was a course or a training or coaching. If you delivered, they're happy. So it's so much easier to sell to somebody who's happy that knows that you can deliver. The key though, is to offer them something that they want or need. For example, if you frequent a pizza place and all they had was margherita pizza, there's a good chance you probably wouldn't frequent it that much because all they offer is one kind of pizza. But if they had all different kinds of pizzas and they had calzones and they had lasagna, then even if you're not feeling pizza, you'll go back because you know the pizza is good. There's a good chance the lasagna is pretty good too. And as an entrepreneur, you are in the problem solving business, so you should try to find out what other problems do your customers have so you can solve them. And one strategy I highly recommend is to run a webinar for your existing customers. Whether they're reoccurring customers like members or coaching clients, or customers that bought something one off or they worked with you once and subscribed to your services, invite them to this webinar, give a valuable workshop, or make it an open Q and a webinar and learn from them. Run some polls, ask them what are their biggest struggles right now in their life, in their business, and the way you serve them. Find out what, what's really resonating with the other people in the webinar. One of the awesome features that we recently released in webinar Ninja is a way to upvote questions. So people can ask questions. And then you can, as an attendee, upvote that question. Say, hey, that's a good question. I want that answered. And then you can filter for the highest upvoted questions and then you can answer those first. What's awesome though, is after the webinar you could see, oh, wow, that was a popular question you see in your statistics. And you can build a product, a solution, a service around that issue. This way you're crowdsourcing your answers, you're crowdsourcing your next product or service. You don't have to guess what people want. They will tell you by telling you, this is what I'm struggling with. This is what my biggest problem is. This is my question. This is my issue. This is low hanging fruit so that you can start to develop Your next offering. Next. Sometimes you just need to offer more of what they already have. Some people just want more because it it's good and they want more of it. Whether you have a one off product, like say for example, you have an E commerce store and somebody bought a pair of slippers that you make, okay, come Mother's Day, why don't you buy a pair of slippers for your mom as a gift or for your husband on his birthday or whatever it is. Sometimes we just do not offer our customers more of what they've already bought. If they're on a monthly subscription, ask them to commit to an annual subscription, maybe give them a bonus or a discount. The point here is that if they're happy, they're going to be willing to further commit and get more from you and they're going to be able to maybe get an incentive for that, whether it's a bonus or a discount. You can even automate this. So if somebody's on a monthly plan for more than three months, say, hey, you could be saving X amount of dollars every month if you go annual, why don't you go ahead and do this? And when you do that, you'll also get this bonus. You can automate this with a pop up or with a message on your customer service app like Intercom and get more value from your existing customers. Next, offer them an implementation program. Whatever you offer, whether it's a service, a product, a game, an app, coaching, whatever it is, you can offer them an additional course or program that can help them implement what you are offering. For example, I recently got into snowboarding and I was surprised how many stores I would go to and try to shop for a snowboard and some bindings and some boots and all they wanted to offer me is equipment, but I was like, hey, I would love to learn how to use this equipment properly, how to take care of it, how to maintain it. Is there anything that I can buy? Even if it's just like, you know, $30, $40, a small video course, I would have bought that on the spot. Because these are questions I have. I'm new to snowboarding and I would love to buy that from the manufacturer. If you sell party supplies in the checkout, an ebook, how to throw an exciting party, they're likely to want to know that. So send them or offer them something to allow them to implement or use your product. Even better.

We heard you. Nine years of bring back the snack wrap and you've won. But maybe you should have asked for more. Say hello to the Hot honey snack wrap. Now you've really won. Go to McDonald's and get it while you can.

Your existing customers are gold. Okay? And I want to extend that to past customers too. Even if you had customers that bought, maybe canceled your subscription or no longer your clients, maybe they even refunded the product, you could still reach out to them if they haven't unsubscribed to your mailing list and offer them something new, offer them something different. There is already trust built already. They already know who you are. And even if they refunded, they might have enjoyed most of the experience of working with you. But maybe it was just not a good fit. Maybe another product would be rekindle that relationship and offer them something that they'd be interested in. A good step is inviting them to that webinar I talked about. It's a whole lot easier to sell to an existing customer or a past customer than somebody who's never heard of you. It takes a long time to build that trust to cost you a lot of money to acquire that customer and to nurture that customer to convert them into a paying customer. So that's a cost you've already invested in, you've already put down to get those customers get the most out of that cost. Thanks so much for listening to the $100 NBA show, but today's episode's not over. It's Free Ride Friday. Let's see who won this week's Free Ride. And the winner is. Luis Perzia. Luis, Percia says great show. If you have a business or not. Five stars. This is one great show. It's one of the most insightful shows out there. Homer's advice is top notch. Well, thank you so much, Luis. Appreciate the review and love the fact that you're loving the show. Your mission is to email me at omar00mba.net so I can hook you up with the lifetime membership. Two easy course. It's that simple, guys. If you want to win a $500 course easycourse, go, go ahead and check it out. Just leave us an Apple podcast rating and review and enter our weekly random draw we call Freeride Friday. Listen in on Friday just like today to see if you want. It's that easy. Thank you in advance for doing that. Before I go, I want to leave you with this. A lot of people don't know everything you offer. A lot of us, we think that our customers totally devour our websites. They, you know, study it inside and out. No, they don't. They are busy. Okay, so Sometimes your customers are not even aware that you offer courses or coaching or other products or accessories. And sometimes we just overwhelm them with our newsletter and say, look at all these great things we have. Rather approach your customers in a gentle way. Send them out an email, say, hey, did you know we have this product? Do you know we have this line of accessories? Do you know that we have this course? I'm always surprised how many customers don't know about our automated webinar challenge. And when I mentioned to it, they're like, oh, this is exactly what I'm looking for. And it's been on our website the whole time. But I'm reminded. People need reminders. People need to be presented offers. You can't just expect them to search for them. Thanks so much for listening. And thank you so much for being a subscriber to the 100 on VA Show. If you haven't subscribed yet, hit subscribe right now. All right, guys, I wish you all a wonderful Friday and weekend. I'll check you in Monday's episode. Until then, take care.

We heard you. Nine years of Bring back the Snack Wrap and you've won. But maybe you should have asked for more. Say hello to the Hot Honey Snack Wrap. Now you've really won. Go to McDonald's and get it while you can.