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Was du mitnimmst
- Nach einer teuren Einmalbehandlung ein jährliches Pflegepaket für 5 bis 10 Prozent des Preises anbieten.
- Das Pflegepaket direkt nach dem Hauptkauf verkaufen, wenn der Kunde noch begeistert ist.
- Kunden, die gerade viel Geld ausgegeben haben, geben eher noch etwas für den Werterhalt aus.
- Wiederkehrender Umsatz entsteht durch ein Zusatzangebot, nicht durch mehr Hauptverkäufe.
Volltranskript
Das Transkript ist das englische Original mit Timecodes. Die deutsche Zusammenfassung steht oben. Sprecher werden automatisch zugeordnet.
0:00Unternehmer/Gast I run dental clinic. Okay, okay. Our USB is single visit full mouth we have. Okay, so like veneers and all that. Yeah, got it. Okay. Cool. But it's a single transaction and after that my LTV is over. Okay. Okay. I understood what I have to do since yesterday in the rental of this morning. Yeah. But I have to understand from you if you can advise me on do we have to do a big upsell after
0:29>> No. No. So think about it this way. So um one of the first jobs I had was at a fur coat dealer. And so you were selling fur coats. So once now mind you he can sell more than one coat. You can't sell more than one mouth. But um you probably can every 10 years, but let's not get into that. So um what he realized cuz he was fourth generation, so they had to like figure out the business model over you know more than 100 years was that he invented summer storage.
0:54And so the idea was okay, how do we get these people who bought these $5,000 jackets to like come back cuz of you know big $5,000 coat for the average consumer that was buying it. It's actually an aspirational purchase. So a lot of people think luxury is only for rich people, but 90% of buyers are actually poor people who want to look rich. Fun fact. Um and so what they found out was well, if we get people to come back regularly for other stuff, they're more likely to buy more frequently, right? And so what you need is insurance.
1:22So when you when someone buys something very expensive, what you do is you charge 5 to 10% of the total purchase price for insurance. Now I say insurance with quotes here, but like it's hey, you spent 20 grand on your mouth, spend a thousand bucks a year to keep it. Right? Yeah, to keep it looking nice cuz I can double how long these teeth are going to last if you go into our maintenance program. And then you have this long-term care, literally probably be called long-term care, um for your mouth and then that way you can extend the ROI on the investment that you made. Do you think it's better if I do it after the the single sale or between After. After.
1:59Okay. So sell the 20, then they have the mirror in front of them and they're like oh my god and you're like right, you don't want this to go away cuz this could go away and only for 5% of the thing you just like a thousand bucks a year will keep it looking nice. And they just spent 20, they're not going to give a [ __ ] It's like whatever. Thank you very much. So if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's a my team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click book a call and if you're a fit, we'd love to potentially see you out here in Vegas.