The 3 Best Scripts to Use With Existing Clients to Increase Revenue and Get More Leads
You probably hear ten new sexy strategies to increase revenue every single day. But, if we’re honest, at the end of the day there are TWO main routes you can take.
One is with brand new, cold leads that you nurture and hope that you can convert into a client. The other is to take what’s already available to you with your existing clients to generate more revenue and super warm connections (that will take a heck of a lot less time to convert.)
Why don’t service providers do this more often? From what we see time and time again, it’s because you’re scared or just don’t know how to start those conversations with your clients. Introverts thrive on avoiding as many uncomfortable conversations as possible, but they don’t have to (and shouldn’t) feel that way. Here’s why.
Increasing Your Current Clients’ Contract Value
We’re grabbing the bull by the horns and starting with the most scary, difficult conversation to have. We’ve seen how our Incubator clients are so frightened to raise their clients’ rates. It’s nerve wracking to just not know if increasing your clients’ contracts will make them drop you, and no one can afford to lose out on that income.
Can we let you in on a little secret? Most clients don’t care. Increases in pricing is something that every business does, not limited to just service providers. When you value the service so much, more often than not, you’re okay with paying extra if you need to. We can’t tell you how many times Netflix has gone up on their rates, but do we cancel our plan because of it? Heck no! If anything, the increase is expected (both from Netflix and from service providers.)
Price increases are pretty standard across the board for service providers, so please stop thinking that your clients are going to absolutely shit a brick and drop you like a hot tamale just because you went up on your rates. Our client Bonnie thought the same exact thing, but then her clients increased their contracts by $60K total.
WHEN TO TALK ABOUT INCREASING YOUR PRICES
The best times to have the ole chat about raising your rates are when your client’s contract is up for renewal or they’ve been doing some scope creeping and it’s time to reel them back in and reset expectations. You know those clients you’ve had for literally forever that, even though you’re taking on new clients at higher rates, you just can’t bring yourself to up their package? Yeah, it’s time to have “the talk” with them, too.
Asking Your Clients for Referrals
If you can talk about increasing their prices, you can ask for referrals, friend. In fact, your existing clients are some of the best people to ask for multiple reasons. Not only do they have that firsthand experience working with you, that experience will make it super easy for them to brag about you when reaching out to their connections. Plus, birds of a feather flock together, so they know plenty of dreamies just like them who will already classify as a warm lead.
Referrals are critical to growing your business. We have clients in the Incubator whose main source of leads are strictly referrals! Because of this, their conversion rates are exponentially higher. In fact, B2B companies with referrals experience a 70% higher conversion rate, especially since referral leads are 4 times more likely to buy (source).
REFERRALS VS. ORGANIC MARKETING
To be frank, referrals just aren’t slimy like some marketing tactics can be. Plus, leads that come from other marketing channels are much colder than referral leads and will take much more effort to convert. If you needed your air conditioner fixed, would you pick a company randomly from a Google search, or would you be more inclined to reach out to the company your friend recommended? No matter how on point a company’s SEO is, the referred company will always win.
The Scripts our Clients Use to Increase Revenue without Cold Leads
We’re giving you the exact scripts we’ve used and teach our clients to have difficult conversations like increasing their contracts, asking for referrals, and reconnecting with previous clients to sell them on new services. These scripts are mad-lib style and practically made for introverts who shy away from initiating these conversations for fear of rejection or not being good at networking.
You can grab these scripts for free and have them delivered to your inbox right now!
If you need more help workshopping scripts to reach out to your clients, just send us a DM on Instagram @bossproject, and we’d be more than happy to brainstorm with you!
