What happens to your clients once you finish the current scope of work for them?
Do you wave goodbye and never see them again?
If that is the case, then you are missing a huge opportunity. Past and existing clients are one of the most lucrative groups in your contact pool.
Why?
Because they know how good you are and they trust that you will do a good job for them again and again. They are easy to convert as you don’t have to spend hours building a relationship. That relationship is already there. Especially if you stay in touch with them regularly.
If Mark Trafford at Jack had waved goodbye to his past clients, never to meet again, then he would have missed out on an $80,000 renovation project!
I know you don’t want to kiss thousands of dollars worth of revenue goodbye. But staying in touch can be hard. After all, who has the time to have coffee with each of your past clients every month?
Apart from having a serious case of the caffeine shakes, you would run out of hours in the day. You need a more efficient tactic. Just like Mark, you need newsletter marketing.
Does This Sound Like Your Business?
Before working with Big Rock, the communication that Jack had with their past clients was erratic and disjointed. They were focused on servicing their current clients and were doing an excellent job of that.
But sometime soon, the work would be completed for the current clients. Jack would collect feedback, ensure the job was to their liking and then those current clients would move into the realm of “past clients”. That is when the contact slowed. When Jack did get in touch with those past clients, the content didn’t really promote their brand well. That meant it was a huge investment of time that didn’t really generate many enquiries.
So, newsletters didn’t get produced very often. With a database of 4500 past clients, that was a lot of potential left sitting on the table every month.
Changing The Face Of Client Contact
When Jack engaged Big Rock to send their newsletters on a monthly basis, they noticed a big difference. For a start, the newsletters were sent consistently. Like clockwork, they would be ready to go each month. And the content they contained was great. There was always a variety of industry specific content that would interest their database. Even better, each month one of Big Rock’s writers will research and write a bespoke piece specific to Jack’s business and marketing goals.
Each month, Jack’s newsletter was popping into the inboxes of 4500 past clients. And in return, around 10 to 20 serious enquiries were popping back to Jack every month.
Imagine how many coffee catch ups you would need to attend a month to get that level of enquiry? Instead, the team at Jack were only needing to spend about 30mins a month checking their newsletter preview. That’s all. A 30-minute time investment for 20 enquiries sounds pretty good to me!
But don’t just take our word for it, take Mark’s advice…
The $80,000 Question
“Every month our newsletter goes out we are keeping our brand in front of our existing clients. And every month, we book significant jobs as a result. Three months ago, we booked an $80,000 kitchen and bathroom renovation for a client we had worked with 5 years ago, off the back of one newsletter.”
So, can you afford to leave $80,000 on the table?
If you have been considering whether newsletter marketing is right for your business, now is the time to try it out. Jack made an 18 times return on their investment, what could you make?
Find out how newsletter marketing can work for you by booking a free strategy call with me right now. Regardless of the outcome, you will walk away from the call with your marketing mapped out for the next 12 months.
With nothing to lose and everything to gain, what are you waiting for?