The high-impact online coaching sessions focus on the 10 relationship drivers that create double digit, profitable growth.
Driver 1: Review: Evaluate the way you find, hold and grow profitable customers.
We start by showing you how to identify your crown-jewel customers.
Driver 2: Revitalization: Rejuvenate your value proposition with new services, sharper differentiation, and premium pricing.
Marketing success starts with the creation of a compelling value proposition that allows you to sharply differentiate your services from your rivals and charge the prices you need to prosper.
Driver 3: Retention: Hold onto your existing loyal high-profit clients.
You’ll never achieve double-digit, profitable growth until you discover how to retain your high value customers longer.
Driver 4: Reacquisition: Win back your valuable inactive and lost customers.
Few service firms have any formal win-back program to recapture lost customers. Yet the odds of successfully selling to a lost customer are 1 in 3. Compare that to the odds of selling to a fresh prospect of 1 in 8.
Driver 5: Referrals: Build a referral network to generate low-cost, new business.
Everyone knows about referral or word-of-mouth marketing, but few know how to do it well. Referred prospects are the cheapest source of new business.
Driver 6: Regeneration: Target the right markets.
Customer attrition means you always need to hunt for fresh prospects to regenerate and expand your customer base. The key to profitable regeneration is to target and pursue profitable niches and segments where you can become the dominant player or supplier of first choice.
Driver 7: Rainmaking: Sell more, faster.
With customer loyalty on the decline, you need superior rainmaking and strategic account management skills to identify and win large profitable new accounts.
Driver 8: Related Sales: Up-sell and cross-sell to increase customer share of wallet.
The odds of selling to an existing customer are better than 1 in 2. So, up-selling and cross selling to existing customers to increase your share of wallet represents a golden opportunity, which few exploit well.
Driver 9: Reputation Building: Brand your business to attract premium business. A brand attracts and retains customers, simplifies buying decisions, and differentiates the firm from competitors. A powerful brand also adds anything from 20 percent to 300 percent to the price premium you can command.
Driver 10: Reflection: Measure, manage and maximize your performance.
How to use a marketing scorecard to stay on track and continue to achieve: higher profits, double-digit growth and better customers.
The Drilling for Diamonds foundation program comes as a complete marketing system with all the tools, software, and support you need to mobilize customers along the pathway to sustained, profitable growth.
For further information, please view the following PDF documents:
- Drilling for Diamonds for Professional Service Firms and Corporates
- The Drilling for Diamonds Certified Coaches Program
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