Unearth The Money That’s Hiding Right In Front of You – David Baer

Unearth The Money That’s Hiding Right In Front of You – David Baer



I was pretty darn good at getting new customers

I knew how to drive traffic to a website drive phone calls to get the phone ringing to get orders placed depending on what the business was but what I didn’t really understand was all of the client retention components that I later learned and and are now sort of critical to what I do.

I would say that one of the things that we really focus on in our current business is helping our clients unearth the money that’s hiding right in front of them and what I mean by that is that:

A lot of businesses are sitting on a gold mine that they don’t know is sitting right there.

I am talking about their existing clients.

Or it’s the existing prospects who they’ve ignored because if they are attracting 10 people and convert one out of the 10 people into a customer, they tend to ignore the other nine.

There’s probably a good good portion of those other nine who are still interested.

So it’s really about relationship building and long-term nurturing of that relationship.

There’s a chiropractor that we used to work with and he started like every chiropractor does working with a broad market. He brought on a massage therapist because massage therapists tend to be the ones that attract the business and then he would upsell them into his chiropractic services.

As we worked with him we started to get super narrow on what he specialized in and that specialty gave us a very clear picture of who his ideal client was and it allowed us without even surveying to know in general what are the pain points of that ideal client.

If however you’re going super broad and you can serve everybody you’re going to be dealing with a lot of different pain points and a lot of different problems so when you.

When you really niche down you you really jump out at the potential people and and it’s so much better than being a generalist.

Our recommendation was for him to specialize as a service provider for pregnant women. 

He found a way to focus on serving just that audience and you know frankly there’s a lot of them and there’s an ongoing regular supply of new impending mothers. ones right so uh 

The service doesn’t end after they give birth, they then have the relationship with the chiropractor where he can then continue to serve them. We also found ways to create strategic alliances with people in that community so with the midwives and doulas and a couple of hospital groups that could recommend him and the massage therapist.

 This can be done for many different types of businesses. It’s about calling out to a niche audience and standing out from the competition.

David Baer

David Baer is a wine geek, a theater geek, and a marketing geek. He’s also the co-owner of the marketing strategy firm, The Prepared Group.

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David Baer

David Baer is a wine geek, a theater geek, and a marketing geek. He’s also the co-owner of the marketing strategy firm, The Prepared Group.