How To Attract High-Paying Clients
This week on Marketing Monday, Angus Pryor the Practice Growth Specialist will share with you how to attract high-paying clients. Discover the three points by watching the video below now.
So, how to attract high paying clients. Don’t we all want to know that? Don’t we all want to know how to attract high paying clients? And what I wanted to do is I’m gonna run through three points.
For most of us in business, if you’ve already got a business, then my first point here, this letter A relates to this marvellous word here. Called “Avatar”. Now, avatar is a fancy marketing word relating to who is your ideal client.
And if you’re already in business, if you’ve got a dental practice or whatever the business is and you’re thinking well how do I attract high paying clients? I want you to go and have a look at your own data.
Now this is the report that you run. You run a report from the person who spent the most money with you – I’ll call that infinity, down to the person who spent the least money with you. And you really want to focus in on these top twenty or thirty clients.
Because, for most businesses like to be really honest. It’s not that you don’t have any high paying clients, it’s that you want more of this group (infinity) and less of this group (least money spent). And so what you do is you run this report. All of the IT systems will allow you to do this and you look at what are the common characteristics of your top twenty or thirty clients. Cause what you really want is more of those people (infinity group) .
For most businesses, if you could find your top five or ten percent of clients and double or triple that group, it would be an amazing experience and yes, you would be ending up with more high paying clients. So that’s the first step.
Figure out who your avatar is by looking at the common characteristics of the people that spend the most money with you, because what we want is more of them. They are the high paying ones. By the way, before I get on to the second point, I want you to think about something.
I’m focusing on money here, but what is for someone who’s spending a lot of money with you. What is money really about? And the answer is trust. The fact is, is if someone’s spending lots of money with you, it’s evidence that they trust you. So identifying these trusting avatars who spend lots of money, that’s the first step.
Second step. Referrals. We are going to identify who these avatars are or these ideal clients and we’re going to straight up ask for referrals. Look, there’s a few ways you can do it.
One thing to do is to say, you know we really love having clients like you, do you know other people who are like you? Have you got friends and family you could refer? We really love servicing you. Now, if that’s delivered genuinely, most of us are like, awesome, thanks so much.
So, ask for referrals. Identify your top clients, ask for referrals and if need be and in fact, my gift to you if you go to dentalprofitsystem.com/scripts. We have three free scripts including a script to show you how to ask for referrals. So that would be my second point.
My third one is around internal marketing. For my business, I’ve literally just been looking at the figures this morning. A significant portion of the growth over the last twelve months has come from this.
We’ve certainly brought on a bunch of new clients but the other thing that’s happened is our existing clients have gone from here (infinity group) to here (least money spent) in terms of what they’re spending with us.
And so my question to you is what internal marketing are you doing to existing clients? For example, a very simple thing to do at a dental practice, we spent the weekend doing this in Brisbane our one day dental marketing plan.
A very simple thing is to say, okay, we decide each month we’re gonna have a monthly focus and for the month of November it’s going to be crowns. Let’s just say crowns. And so you could do stuff like you could get those banners made up. You know the pull up banners? You’ve seen the type?
Do you know what they cost to print at Officeworks? $99. Get some banners made up about crowns. Pull them out twice a year. The best banners I’ve ever seen is where they had before and after examples that wasn’t crowns. It was veneers or it was ortho or something. But it had before and after examples and it said down at the bottom, actual cases from this clinic performed by Dr. Blogs.
To me that’s really compelling. Not only are we trying to- we want more of these people. We’ve got the opportunity to lift these people and lift them further up the list. I hope that makes sense.
So, how to attract high paying clients? Figure out who your ideal clients are, that’s the first thing. Look at your own data from infinity to zero. We want these guys. Secondly, ask for referrals. Straight out, ask for referrals. We love dealing with you, have you got friends and family we could help as well?
If you go to dentalprofitsystem.com/scripts, we’ve got the actual words you can use to ask for those. And then finally, do some internal marketing. I can tell you in my business, that’s it’s made a massive difference and it’s basically promoting whatever the service you want so that more of these people are moving their way up the pole.