Feb 27, 2021
My next guest of Scale Your Sales Podcast is Dan Pfister, a partner at The Business Source Corp. They’ve generated over 50k customers and have worked with brands like American Express and Tony Robbins.
Dan built a customer win-back process they’ve used since 2016, and based on the success of it, he founded Strategic Winback Services.
00:00 Why Win-Back is one of the Most Effective Customer Growth Strategies
01:27 The origins of the Customer Win Back Process.
03:47 The elements of the Customer Win Back process.
07:24 Why in many companies you are not rewarded for winning back a client.
10:42 The win rate of a past customer is 8X versus a new customer.
13:30 Dan’s metaphor: "getting married is one thing but staying married and being happy is a lot of work", it’s the same with clients.
16:01 Once you have honed your win-back strategy you can then apply this to win others.
17:12 Why it is necessary to establish a relationship of trust when winning back a customer.
21:15 Find out what is Dan's Desert Island pick, and why?