As a coach, creating “lifer” clients is the key to sustainable success. In my recent conversation with retention expert Robert Skrob, we talked around strategies that transform clients into lifelong fans. The secret lies in prioritizing relationships and delivering immediate value.
Who is Robert Skrob?
Robert Skrob is the #1 expert in subscription membership retention. He’s successfully increased recurring revenue within some of the largest, billion-dollar worldwide subscription brands, subscription start-ups as well as with hundreds of independent entrepreneurs. Over 31 years, his clients have represented more than 208 markets within 13 countries in 5 languages. Robert is the author or co-author of 9 marketing books with many best sellers. These include Retention Point, the leading book on subscription growth. He’s spoken and delivered workshops on five continents. He was in Forbes, Fortune, Entrepreneur Magazine and within the business sections of more than 50 local newspapers. He’s been a business marketing expert guest on dozens of radio shows and more podcasts than he can count. Robert lives in Tallahassee, Florida with his wife, Kory. They have two adult children. Robert and Kory can be found participating in, training for, or volunteering at triathlons. They are both active in their community.
Maximizing the Initial 90 Days: The Golden Hour
The first 90 days are crucial. Many businesses lose half their new subscribers within this period, so it’s essential to shift your focus beyond the initial sale. Offer quick wins and immediate ROI to keep clients engaged. Break down your premium offerings into actionable, high-value parts that deliver swift results.
Creating tiered pricing options allows clients to choose services that feel right for them, catering to different needs and capabilities. This approach not only makes higher-tier clients feel valued but also provides an entry point for those who might otherwise feel overwhelmed.
Understanding the “retention point” – the moment when a client transitions from a casual participant to a lifelong fan – is crucial. Analyze client interactions, introduce meaningful engagement activities, and consistently measure and adapt your strategies based on real feedback and data.
Remember, the value you offer should be dynamic, tailored to each client’s evolving needs. By emphasizing a client-centered mindset and prioritizing quick wins, you lay a robust foundation for client retention and sustainable growth.
Building Relationships at Scale
To create “lifer” clients, focus on building relationships at scale. Put your client’s needs first and ask yourself:
- Who are my clients?
- What are their specific needs and pain points?
- How can I deliver a solution tailored precisely to those needs?
Maximizing the Initial 90 Days
Move the finish line beyond the point of sale. During the first 90 days:
- Roll out new content or bonuses monthly
- Send personalized follow-ups and reminders
- Ensure clients feel supported throughout their journey
Ready to transform your clients into lifelong fans?
Start by reimagining your client journey. Focus on delivering immediate value and building strong relationships from day one. Remember, your real work begins not when a client signs up, but during their first 90 days with you. Make those days count, and you’ll create a legion of “lifer” clients ready to sing your praises.
Want to dive deeper into these strategies? Check out Robert Skrob’s book, “Retention Point,” for more insights on creating lasting client relationships. Let’s turn your coaching business into a retention powerhouse!
