If you want to get your coworkers to see the value of your prospects, talk to them in terms of a their annual spending and how much they could be worth over a lifetime. It gives your employees and staff an entirely new perspective on prospective customers.
ACTION ITEM
Teach your associates the value of long-term customers, then encourage them to delight your long-term customers by doing extra little things to show them appreciation. Enhance the value of your business by adding extra benefits.
One executive found that his average member contributed $550 in gross profit to his association each year, and that the average member stayed on the roster a total of six and a half years. That adds up to $3,575 per member! The association quickly learned that they could really invest in recruitment, because they would make it up in the long-term.