In Business Since 2001 We accept Paypal
Home Article Directory
More from Bill Platt
"Bill Platt for Book Authors" Youtube Channel
Training for Book Authors
Sites Owned by Bill Platt

 


How the Kitchen Sink Drains Your Repeat Business

Copyright (c) 2007-2019
(See This Article in its Original Format.)

Okay, here comes someone who takes you up on one of your offers. And they come back again, and again, and again. They buy everything you're offering, as quickly as you can offer it.

They don't even want to read your sales copy- they just say, "Yes, please, may I have some more?"

It's more than a nice dream. If your business is developed well, this repeat business is where your profitability comes from.

The Foundation of Profitability

Repeat business is so sweet because you've actually built up enough trust with a particular client that they want to continue the relationship. They want more, and you can pour your attention and energy into giving to that person as much as you can, and they keep drinking it up.

And they keep paying for it, too, quite happily. But, why -do- clients come back?

The real reason they keep coming back.

Sure, they like you. Sure, they get results out of whatever service or product you're providing. But that's not why they come back.

They come back because they actually used what you offered them. And it's gone. They ate it all up, and they want more.

The Garbage Disposal Disaster

Some years ago we had good friends staying with us. And they brought a juicer, which is a fine thing. And then they put the juice pulp, a lot of it, down the garbage disposal.

That's right- the pipes backed up. It was just too much pulp at once.

The drain in our kitchen sink could take no more down it for several days until we got a plumber to cut out and replace the pipes from our kitchen down into our basement, and clean out that pulp.

Oops.

How many CDs are you stuffing down your customer's drain?

Let's say that, in the interest of wanting them to get everything they need, you've given them 27 CDs and three books worth of information. But, after two months, they've only gotten through two CDs and half a book. No matter how valuable what they've gotten is, they won't purchase your next offer.

Why not? Because they'll see the 25 CDs and 2.5 books collecting dust on their shelf and tell themselves, "I'll get what's next when I'm done with these." Except that they will never be "done with these."

It's about honor and respect.

It's taken you a long time to get where you are, in terms of expertise. I don't care if you're relatively new, you've still gone through a training program, and/or life experience, to get to where you are. And if you are verging on mastery in your field, it's probably taken you decades.

Please honor all that time you've spent.

And honor your customers. What seems like a little bite to you, can be a big drain full of pulp to them. If you give too much to your customers, you'll clog them up. And ruin your chance at repeat business.

So, what do you do? The same thing we did with our kitchen sink? No, it doesn't involve cutting their pipes out.

Keys to Repeat Business

* Start with your offer.

What is it you want for your clients? What's the destination you want them to get to? Sketch it out, write it down, from both your head and your heart.

Now, ask yourself- seriously, how long did it take you to get to the point you want them to achieve? And pick as your starting place where your typical client starts out. Take time to remember what it was like for you to be in their shoes. How long did it take?

* Check in with your client.

Here's a spiritual exercise. Take some time in your own heart, and ask to be shown what happens for your clients when you give them the whole enchilada you were imagining for them. Do they choke? Do they run screaming? Trust your heart- it's telling you the truth.

Now, ask a different question. In your heart, ask to be shown how much your client can truly take in. In other words, if you were to segment, or break-up your offer into pieces, how small does the piece have to be in order for your client's heart to be happy taking it all in, and applying it?

* Now, create the path.

Now that you have the first bite-sized offer laid out, repeat the steps to see what the next offer could be. And the next. And the next. You may find yourself with a whole series of offers that your client can naturally progress along.

You may notice that once your client has eaten and digested the first couple of offers, their capacity increases, and you can offer them more at a time.

Yes, you do want to give your clients the whole world. And, they do indeed want it. Just cut it up into pieces and space it out, and you'll find your clients coming back again and again for a long time to come.

The best to you and your business,

Mark Silver


About The Author: Shop Amazon - Top Gift Ideas
Mark Silver is the author of Unveiling the Heart of Your Business: How Money, Marketing and Sales can Deepen Your Heart, Heal the World, and Still Add to Your Bottom Line. He has helped hundreds of small business owners around the globe succeed in business without losing their hearts. Get three free chapters of the book online: http://www.heartofbusiness.com

VOTE ON THIS ARTICLE
Needs Work >> 0 - 1 - 2 - 3 - 4 - 5 << Excellent Article

Tell our authors what you think about their article.



Top-Level Category: Business Offline Articles

10 Most Recent Articles Written by Mark Silver

Hey! Why the Long Sales Pages?
Written by: Mark Silver | Distributed: 2009-04-01 | Word Count: 868 | Page Views: 2273 | Votes: 6 | Rating: 2.00
So, you get one of those emails from someone whose business you kinda like. And it's got some enticing little message in it - so you click to take a look at the offer. And suddenly you find yourself in highlighter land. Broad streaks of yellow, lots of exclamation points, and pages and pages of words making all kinds of claims and promises. And when you scroll allllllll the way down to the bottom, there isn't even a price. You need to click on an 'order now' button before they even tell you the price.

How To Write A 300 Page Book In Four Months
Written by: Mark Silver | Distributed: 2009-02-26 | Word Count: 821 | Page Views: 3763 | Votes: 11 | Rating: 1.55
There's a lot of hoopla about becoming an author of your very own business book. The promise of fame and fortune is very alluring. Yet your book remains perpetually 'about to be' written. Or, you've sequestered yourself for weeks or months to write your book, only to come out with something you feel luke-warm about.

How To Get Feedback From Colleagues That Makes Sense
Written by: Mark Silver | Distributed: 2009-01-27 | Word Count: 841 | Page Views: 7048 | Votes: 10 | Rating: 2.00
Okay, you've just written a new website, or a new sales page. Or maybe you've just created a new product or offer. Or even just tried on a new suit. And you turn to your friend and ask: "Can I get some feedback from you? What do you think?"

The Role of Hunger in Your Business
Written by: Mark Silver | Distributed: 2009-01-21 | Word Count: 1016 | Page Views: 2371 | Votes: 6 | Rating: 3.17
Hunger and fear are good for your business. Not abject hunger and despairing panic, mind you. That's too much. But a little touch of hunger and fear is very useful. I know there are many people out there who would prefer that not to be the case. And I'm one of them. I wish inspiration and love were big enough motivators for action. But for us humans who aren't yet enlightened, they don't seem to work so well.

Spirituality in Your Business Without Scaring Clients
Written by: Mark Silver | Distributed: 2009-01-05 | Word Count: 1101 | Page Views: 2193 | Votes: 7 | Rating: 2.86
You've been deepening your spirituality, and it has seeped into everything you do, or is starting to. The thing is, will it freak your clients out if you go all woo-woo and bizarre on them? Even if you're already using spirituality strongly in your business, I'm guessing there are places you just don't want to go, things that are too blatant or strong. You don't want to evangelize, you're not looking to convert anyone. But something's missing.

How a Personal Secretary is Critical to Your Response Rate
Written by: Mark Silver | Distributed: 2008-12-23 | Word Count: 1037 | Page Views: 2190 | Votes: 4 | Rating: 2.25
In a past Moneyflow class, one of the participants was promoting a seminar. 'People aren't responding to my emails. What do I do?' 'Well, tell me what you've done,' I said. 'Today the second email went out. I've only had 5 people respond so far on my list of 100. And I've been networking, and making phone calls, and sending out flyers.' What wasn't working?

Avoiding Financial Trauma Stress Disorder
Written by: Mark Silver | Distributed: 2008-12-01 | Word Count: 1002 | Page Views: 2669 | Votes: 6 | Rating: 0.50
Day after day we're being treated to news of the global financial markets being flushed further and further down the toilet. If you run a small business, it can be hard to hold onto hope and inspiration, because maybe this time things really are doomed. Makes you wonder and doubt--did someone not buy simply because they didn't buy, or is this the beginning of the end of your business?

Marketing Without Spending Your Life Trolling the Internet
Written by: Mark Silver | Distributed: 2008-11-17 | Word Count: 1160 | Page Views: 2186 | Votes: 7 | Rating: 1.57
"I'd rather be rock climbing, hiking, spending time outside than in front of a computer. And, it all feels so useless, like nothing works anyhow. I'm spending my life energy in front of the computer, I feel like , and it's not moving my business forward!" That's what a client of ours was telling us. And how about you? You're staring at a screen right now, reading this. How many hours do you have to spend in front of a computer to make your business work, anyway?

Why Clients Don't Buy-- and 8232;The Hierarchy of Choice
Written by: Mark Silver | Distributed: 2008-11-14 | Word Count: 1352 | Page Views: 2135 | Votes: 7 | Rating: 2.43
So you struggle over getting all the details just right, like pricing and timing, and all the other features included in your offers so your best clients will buy from you. So why aren't they buying? It's because all of those details are actually the least important part of a purchasing choice. One common misconception says that human beings make choices based on what's best for them, but that falls apart really quickly in the aftermath of several empty tubs of ice cream, as you hold your stomach and groan, "Why did I do that again?!?"

Can Branding Ever Be Heart Centered?
Written by: Mark Silver | Distributed: 2008-10-27 | Word Count: 807 | Page Views: 2177 | Votes: 5 | Rating: 2.80
Sometimes the world delivers up vocabulary words that are just plain wrong. Painfully wrong. Words like "branding," which the world of marketing seems to love, but regular folks and cows just seem to hate. And it's because of how branding has often been used. Companies have done psychological studies on how to craft an environment that gets you to react in the way they want you to. It's like herding cattle into the searing-hot iron--ouch. Of course you don't want to use branding. Why would you ever want to do THAT?

All of Author's Articles on this site:

Most Recent "Business Offline" Articles

How To Build a Strong and Powerful Business During a Recession
Written by: Trey McMartin | Distributed: 2011-11-10 | Word Count: 987 | Page Views: 4256 | Votes: 4 | Rating: 0.25
During a recession, most business owners pull the reins on advertising budgets, fearful of what tomorrow might bring... Those who remain fearful have forgotten what made them the success they are today... They have forgotten that they have a God-given talent to overcome the incredible obstacles in their paths.

SEO Lessons from Local Businesses
Written by: Trey McMartin | Distributed: 2011-11-09 | Word Count: 945 | Page Views: 4450 | Votes: 4 | Rating: 0.25
More than once in the six years that I have been providing SEO services for websites, I have had the opportunity to discuss with individual business owners their search engine optimization needs. Now and again, I run across an individual business owner who is quick to say that SEO is absolutely worthless. When confronted with such an absolute statement, I like to press for details. It has been my experience that people who speak in negative absolutes will have a horror story to share.

Where Will FDA Target Next? What IVD Manufacturers Should Know Before Their Next FDA Audit
Written by: Norm Howe | Distributed: 2011-09-12 | Word Count: 706 | Page Views: 537
Medical device manufacturers are always interested in knowing what FDA's next area of focus will be. Well, if you're an In Vitro Diagnostic manufacturer you might review your measurement systems.

Online Fax - 10 Reasons To Get An Online Fax Service
Written by: Titus Hoskins | Distributed: 2011-09-12 | Word Count: 560 | Page Views: 542
Online faxing is the new more modern way to fax. If you or your company is not using an online fax service, here are 10 good reasons why you should get it.

Best Effort Essential for the Job Interview
Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-30 | Word Count: 676 | Page Views: 632
Interviewing will determine if you are the right person for the job. These tips will help you make the job interview a success.

Go Green With Your Career Search
Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-28 | Word Count: 636 | Page Views: 3110 | Votes: 3 | Rating: 0.33
Many of the qualities of green living, like recycling and sustainability, can apply to a career search, even if the career is not directly associated with green industries.

ReCareer in the Second-half of Life
Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-26 | Word Count: 525 | Page Views: 3296 | Votes: 4 | Rating: 1.50
Many of us worked the first half of our life to "fit" the job description. ReCareering is about finding the right fit, being selective, being creative, being fulfilled and being intentional about how you spend your time.

Up in the Air
Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-24 | Word Count: 678 | Page Views: 598
When looking for work or changing careers, go beyond researching on the internet and reading articles. Find out how you can learn from the art of listening and having a conversation.

Salon and Spa Owners: Which Monk Are You?
Written by: Dan Lok | Distributed: 2011-07-05 | Word Count: 477 | Page Views: 3727 | Votes: 6 | Rating: 1.00
Too many salon and spa owners are carrying around a lot hurts, regrets, guilt, past failures and fears about the future. But no one is forcing you to carry these emotional rocks, so put that sack down!

The Single Most Profitable Day You Spend on Your Spa or Salon!
Written by: Dan Lok | Distributed: 2011-06-30 | Word Count: 470 | Page Views: 4109 | Votes: 4 | Rating: 0.25
Salon and spa owners need to combine their marketing plan with marketing systems. A marketing calendar plans out strategies for a year, and is instrumental to the success of your spa or salon.

Most Viewed "Business Offline" Articles

How To Write A 300 Page Book In Four Months
Written by: Mark Silver | Distributed: 2008-07-15 | Word Count: 821 | Page Views: 38793 | Votes: 7 | Rating: 1.57
There's a lot of hoopla about becoming an author of your very own business book. The promise of fame and fortune is very alluring. Yet your book remains perpetually 'about to be' written. Meanwhile your business has ground to a halt. Hmmm... might there be a better way to get a book written?

The Best Marketing Book I've Ever Read (You'll Be Surprised)
Written by: Judy Murdoch | Distributed: 2007-05-09 | Word Count: 1522 | Page Views: 35798 | Votes: 16 | Rating: 3.38
From time to time someone asks me to recommend marketing books. Here's one of my favorite marketing books that always surprises people. Curious? Read on.

The Bizarre History Of The HOLLYWOOD Sign
Written by: Morris Timlen | Distributed: 2008-11-05 | Word Count: 1211 | Page Views: 33190 | Votes: 29 | Rating: 2.76
The most famous sign in the history of mankind is the one that graces the side of the hill above Hollywood, California. As famous a landmark as the Christ the Redeemer statue in Rio De Janeiro, the Eiffel Tower in Paris France, the Great Pyramid of Giza in Egypt, The Church of the Savior on Blood in Saint Petersburg Russia, and the Statue Of Liberty in New York City, the Hollywood sign is known around the world as the symbol of the American movie industry.

What Does It Take To Be A Successful Salesman?
Written by: Casey Moher | Distributed: 2008-08-05 | Word Count: 930 | Page Views: 25710 | Votes: 83 | Rating: 3.20
In the course of my average workweek, I meet people who tell me that they have no sales experience, and very literally, many will tell me that they could not sell if their lives depended on it. Do you fit into this mold? Do you seriously believe that you can sell me on the idea that you cannot sell things?

The Future of the Office Photocopier Industry
Written by: Jennifer Robinson | Distributed: 2010-07-29 | Word Count: 635 | Page Views: 14218 | Votes: 38 | Rating: 2.03
Since Xerox first invented and sold the first commercial photocopy machine companies and organisations have paid for use of the machine on a cost per copy basis. This has traditionally included full maintainance and toner supplied under a service agreement. In-fact the office photocopier is unique in the fact its one of the only pieces of equipment that comes without a warranty from new. But photocopier expert Online Connect UK claim all that is about to change.

Never Write A 'Thank You' Letter Again
Written by: Perry Maisin | Distributed: 2008-08-12 | Word Count: 971 | Page Views: 13465 | Votes: 21 | Rating: 2.19
When I was in graduate school, I had a friend who interviewed at fortune 500 companies and succeeded at landing a great job. One day, I saw him sitting in the student union with a stack of cards. The cards said 'thank you'. He opened each card and signed his name. The inside of the card was blank. I asked him what he was doing and he told me that it was important to send a 'thank you' to every person you interviewed with. He believed that that was the difference between getting the job and being passed over.

Selecting Between a 401(k) And 403(b) For a Nonprofit
Written by: Daniel Lamaute | Distributed: 2007-10-11 | Word Count: 333 | Page Views: 13128 | Votes: 21 | Rating: 2.38
Newly released IRS regulations impose several new requirements and fiduciary responsibilities on employers with 403(b) plans. While the regulations generally don't take effect until January 1, 2009, there are some provisions that apply sooner.

Top Ten Personal Habits
Written by: Laurel Vespi | Distributed: 2009-09-08 | Word Count: 427 | Page Views: 11723 | Votes: 11 | Rating: 2.18
Successful people have a regular routine of daily or weekly habits that reinforce the things that are most important to them. By practicing a set of personal success habits, they maintain a positive outlook, keep focused on their priorities, have more energy, and a greater sense of satisfaction with life.

Conducting Effective Career Aspiration Discussions with Employees
Written by: Andria L. Corso | Distributed: 2010-03-10 | Word Count: 690 | Page Views: 11643 | Votes: 11 | Rating: 1.36
Enhance your talent management and development programs through conducting career aspiration discussions with your employees. Find out where they want to grow their career to determine if it matches your business needs. This will enable you to differentiate your employee development to grow the future leaders of your company.

Pitch A No-Hitter With Baseball-Themed Flower Gifts
Written by: Wesley Berry, AAF | Distributed: 2007-12-25 | Word Count: 413 | Page Views: 10288 | Votes: 20 | Rating: 1.60
Want to send a gift to the baseball fan in your life that's sure to knock one out of the park? Send flowers with a baseball theme! Everyone loves flowers and when you personalize them to include the recipient's favorite hobbies, like baseball, they're sure to make an even greater impression.

Highest Ranked "Business Offline" Articles

Equal Opportunity Pizza Ordering
Written by: Rudy Vener | Distributed: 2007-10-19 | Word Count: 629 | Page Views: 4003 | Votes: 9 | Rating: 3.89
With online ordering, your menu and restaurant suddenly become accessible to both the deaf and blind customers in your community.

Why Businesses Need Receivable Factoring In Cash Flow Management
Written by: Toby Seibert | Distributed: 2007-08-08 | Word Count: 866 | Page Views: 4653 | Votes: 6 | Rating: 3.83
In today's business environment, many businesses need to fine-tune the process of getting paid on invoices, in order to improve their cash on hand. Improving cash flow can be an ongoing challenge for businesses of all sizes, and it is an issue that must be addressed to ensure the long-term viability of the business.

Whose Restaurant Can You Find Online?
Written by: Rudy Vener | Distributed: 2007-07-09 | Word Count: 640 | Page Views: 3727 | Votes: 6 | Rating: 3.67
What is so significant about Pizza Hut's latest TV commercial?

Business School for Non-Business Minds: Got a NAICS Number?
Written by: Melissa Mashtonio | Distributed: 2008-04-15 | Word Count: 423 | Page Views: 4007 | Votes: 6 | Rating: 3.67
I’m a journalist. I spent a lot of my career in the news business. As my career has progressed, I’ve spent time at small and large companies, and I have sat through dozens of business meetings wondering what the heck the “money” people are talking about. They used acronyms as if they were a foreign language.

The Problem With Swiping Sales Copy
Written by: Scott Bywater | Distributed: 2009-12-03 | Word Count: 480 | Page Views: 3509 | Votes: 6 | Rating: 3.67
This is what people miss when they try to simply "swipe" sales copy from another advertisement.

Lone Wolf --- Lead Wolf: The Evolution of Leadership
Written by: Rick Johnson | Distributed: 2006-07-20 | Word Count: 1826 | Page Views: 3223 | Votes: 18 | Rating: 3.61
Family owned organizations, both small and large, with succession issues, family preparation and second and third generation leadership issues have been subjected to the evolution of leadership. These organizations are often founded by an aggressive, highly talented entrepreneur. Many of the principles of leadership that helped build the success that the organization enjoyed in the past is not the type of leadership that will maintain that success through generations of ownership.

Eliminate Business Cash Flow Shortages Once And For All
Written by: Toby Seibert | Distributed: 2007-08-10 | Word Count: 636 | Page Views: 2703 | Votes: 5 | Rating: 3.60
When someone owns a small business, there are a million things to take care of, and one can't afford to worry about attaining capital for financing the growth of the business. When a company is facing the problem of not having a credit rating that will support bank loans, the company should look into learning more about accounts receivable financing.

Why 'Closing' Is Not The Most Important Part Of Making A Sale
Written by: Scott Bywater | Distributed: 2006-08-29 | Word Count: 553 | Page Views: 4476 | Votes: 24 | Rating: 3.54
If you ever thought that 'closing' was the single most important key to sales success, then pay close attention, because what I'm about to share may surprise you. Let me explain:

What Makes You So Great?
Written by: Judy Murdoch | Distributed: 2006-10-04 | Word Count: 640 | Page Views: 2645 | Votes: 15 | Rating: 3.53
The other day I was discussing marketing options with a client and she said something that shocked me. I was shocked because this client founded and runs an extremely successful consulting practice and works with an elite roster of Fortune 100 companies.

How to Build a Really Great Business? (Super Success Secrets from a Legendary Business Master)
Written by: Chet Holmes | Distributed: 2007-01-15 | Word Count: 1523 | Page Views: 4166 | Votes: 8 | Rating: 3.50
Times are tough. The economy is in a constant state of upheaval. Is your company doing better than most? Are you placing greater emphasis on pure performance?











Download an eBook today
 
Directory Navigation
Locate By Category:

ALL Categories
Arts & Crafts
Arts & Entertainment
Automotive
Business - Offline
Business - Online
Career
Computers
Education
Family
Finance
Food & Drink
Health & Wellness
Home & Garden
Humor
Internet
Nature & Pets
Real Estate
Religion
Self Improvement
Shopping
Society
Sports & Recreation
Technology
Travel & Leisure
Uncategorized
World Events
Writing & Speaking

Change Number of Results:
50 - 100 - 200 - 500
Article Reprint Rights
Creative Commons License

This work is
licensed under a
Creative Commons
License


You are not required to show the creative commons license notice when you reprint this work.
Article Statistics
Word Count: 845

Total Views: 3200

Article Rating: 2.60 of 5
Votes Cast: 5

More Articles By Author:



Last Distribution Date:
2008-07-22 10:00:00

Internal ID: #4796





All Articles are Copyright © 2001-2019 of the Defined Authors.

All other material and images on this site are:
Copyright © 2001-2019, ThePhantomWriters.com