Unlock the Power of Customer Retention and Reactivation with Mitch Axelrod
Update: 2024-09-23
Description
In today's episode of Let's Talk Business, we are thrilled to welcome Mitch Axelrod, an entrepreneurial powerhouse, speaker, trainer, advisor, best-selling author, and a man who has significantly contributed to generating over $3 billion in revenue. Join our host, Meny Hoffman, as he sits down with Mitch to unravel the profound insights and strategies that have defined Mitch's illustrious career.
- We'll delve into Mitch Axelrod's inspiring path from a seasoned salesperson to a thought leader in the world of sales strategies. Mitch will share his revolutionary approach known as "The New Game of Selling," which emphasizes long-term client relationships over transactional sales. You will also learn about the impactful question that Mitch claims has been instrumental in generating substantial revenue.
- Discover how Mitch has successfully integrated marketing, sales, and service to create a holistic strategy for attracting, converting, and retaining customers. He explains how qualifying prospects early and adding real value, like sharing top 20 no-load mutual funds with clients, has helped him build trust and maintain confidentiality.
- In this episode, Mitch and Meny discuss the importance of understanding the roles of different corporate buyers, building authentic business relationships, and fostering a win-win philosophy in deals. You'll hear about Mitch's unique methods for engaging clients, maintaining long-term relationships, and the significance of being a trusted advisor.
Episode Timestamps
- 04:58 Focus on genuine potential clients, not indifferent ones.
- 09:40 Help clients attract, convert, retain, and reactivate customers.
- 13:04 Focus on their buying cycle for success.
- 14:42 Understanding clients' needs to facilitate their journeys.
- 17:04 Supporting brand journeys; focus on existing clients.
- 23:42 Build relationships and understand client needs deeply.
- 25:12 Prioritize long-term relationships post-sale for success.
- 28:45 Questioning authenticity: genuine or mere marketing tool?
- 33:39 Switch seats, advocate together, achieve mutual understanding.
- 35:43 Identify stakeholders and their roles for sales decisions.
- 40:19 Everyone matters: allies or adversaries based on approach.
- 42:41 Work backwards, language distinctions, leverage existing clients.
Practical Pointers that can learned from this episode :
- Use impactful questions to understand your clients' needs and motivations, which can drive significant revenue and deeper relationships.
- Don’t waste time on unlikely customers. Ask your prospects upfront critical questions to gauge their potential as clients.
- Use real feedback from your satisfied clients to attract similar customers. Directly ask your successful clients, "What was the main benefit you received from our service?"
- Start with serving rather than selling. Begin your meetings or calls with, "What’s the biggest challenge you’re facing right now that I might help with?"
- When re-engaging lapsed clients, authenticity is key. Refrain from using scripted, generic follow-ups. Instead, say, "I realized it’s been a while since we last connected, and I wanted to make sure your needs are still being met."
Links :
https://thenewgameofselling.com/
https://www.youtube.com/user/mitchaxelrod
https://www.facebook.com/mitchaxelrod
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