What if the key to explosive growth isn't finding new clients, but delighting the ones you've already got? This week, Michael is joined by Vance Morris, President and Chief Experience Officer at Deliver Service Now institute, who has reverse-engineered the magic of Disney to create what he calls a "Loyalty Profit Engine." Vance shares his unconventional journey from working at Disney to building a portfolio of highly profitable (and seemingly "boring") home service businesses. He reveals how the success of these companies, built on a foundation of unforgettable customer experience, led him to his true calling: teaching other business owners how to master the art of client retention.
Vance gets into the nuts and bolts of his retention system, revealing why he believes a tangible, print newsletter is far more powerful than any email campaign. He details the specific, intentional touchpoints he uses to create deep emotional connections - from sending curated articles via FedEx to giving meaningful gifts that keep him top-of-mind long after a project is complete. He argues that the key is to be systematic and personal, creating "tellable" moments that not only retain clients but also turn them into a powerful source of word-of-mouth referrals. Vance also shares a powerful case study of a dentist who transformed her practice by niching down and creating a "pirate" persona, proving that a remarkable client experience is the ultimate competitive advantage.
In this episode, you will learn about:
The single most important mindset shift for client retention.
How to build your own "Loyalty Profit Engine" with tangible touchpoints.
Why a print newsletter can be your most powerful marketing tool.
The surprising power of sharing personal stories to build client loyalty.
How niching down unlocks premium pricing and higher retention.
How to create meaningful client gifts that reinforce your value.
The steps to systematize your business so you can remove yourself from daily operations.
Mentioned in this episode:
Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!
Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants
AI is Transforming Consulting. Don't Get Left Behind.
Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value.
Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consulting
