Welcome back and congratulations! You nearly made it - we've got one last bonus lesson before we wrap up this course. And in this bonus lesson, we're going to talk about repeat sales because that's where a lot of partner's money is coming from.
Chances are you've heard the term "life-time value", which is often used when it comes to sales. Customer life-time value is the total amount of money a customer is expected to spend in your business during the period of them being your customer. It makes perfect sense for any business to build long-term relationships with customers and Bitrix24 is not an exception.
Take our cloud version, for example. Basically, it's just us renting out Bitrix24 to the clients who have to pay their rent in the form of subscription fees every month, year, and etc. The ultimate goal here is to make the client want to stay with you for as long as possible and enjoy your services enough to keep paying for them.
It's actually not that hard - here are five simple rules that are to help you. So, first, - add all your deals to CRM. Whether it's a recurring deal or a deal created after the first license purchase, you have to make sure that the end date is BEFORE the license expires.
Why is it so important? - Because if you don't remind your client to renew their license, the client might lose access to some of their data, customer support, or an important update - if it's the On-premise version. avoid these situations at all costs!
2. Do your homework and prepare for the deals. "Repeat sales" doesn't mean "automatic sales".
When you know it's soon time for a client to renew their license, be sure to prepare all the documents, invoices, and other papers you need to make that payment happen and the license renewed without a hitch. What if a client failed to pay on time? In this case, we allow a few extra days for the client to renew their license, but no more than that.
3. Explain to your clients all the benefits of a long-term license. As you've probably learned throughout the course, customers are always looking for ways to save money -so why not help?
For example, if you have a client who is currently on a monthly plan, offer them to switch to an annual plan and explain how much money they will be able to save if they do it - hint, it's around 20% of their monthly subscription fees. And of course, always stay on the lookout for our special offers, which is another way for your clients to save. 4.
Stay with your client during the whole license period. Since we're talking about a relationship here, you, like any other good partner does, have to look after your client. That means contacting them from time to time, for example, once in a month, and asking how they are doing, and if they need any help.
There is nothing wrong with being mindful. Plus, this will let your clients know that you actually care. Look out for your clients and they will reciprocate by wanting to do more business with you.
5. Offer your clients additional services they might be interested in. If you can help your clients with installing integrations, employee training, app development, or, for example, business process automation, - don't be ashamed to offer these services.
This way your clients can realize the full potential of Bitrix24 for their business, and your company can make more money. So, guys, and that's it for now! One last thing we wanted to mention -never underestimate the power of a good strong client relationship, turning a prospect into a customer is just the first step.
Before the person becomes your repeat customer, you have to do a lot of nurturing, take care of their needs, and simply help them whenever possible. So, good luck with your sales!
