Client retention is crucial for subscription-based or membership-based businesses, requiring consistent trust-building and understanding of different personality types. Effective retention strategies focus on credibility, authenticity, and communication tailored to individual client preferences.
• Building trust through demonstrating expertise and offering guarantees
• Being authentic and consistent in all client interactions
• Contacting clients immediately when problems arise rather than avoiding difficult conversations
• Always returning calls and messages when promised, even without complete answers
• Understanding DISC personality types helps tailor retention approaches
• Dominant (D) clients value reliability and direct communication about worst-case scenarios
• Influential (I) clients are attracted to novelty and may be the most challenging to retain
• Steady (S) clients build deep relationships but rarely forgive broken trust
• Compliant (C) clients prioritize technical knowledge and honesty
• Taking responsibility as a salesperson means the buck stops with you
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Graham Elliott
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