10. CHURN = AWARENESS
Make sure youâve identified people with a real
need for your service, and target them e.g. PR
in a trade title, rather than general press.
AWARENESS
⸠Clear Thought Consulting Ltd
11. CHURN = AWARENESS
Make sure youâve identified people with a real
need for your service, and target them e.g. PR
in a trade title, rather than general press.
AWARENESS
⸠Clear Thought Consulting Ltd
12. CHURN = AWARENESS
Make sure youâve identified people with a real
need for your service, and target them e.g. PR
in a trade title, rather than general press.
Make sure your messaging is benefit-led so
AWARENESS
people know the desired outcome e.g. youâll
save money.
⸠Clear Thought Consulting Ltd
13. CHURN = AWARENESS
Make sure youâve identified people with a real
need for your service, and target them e.g. PR
in a trade title, rather than general press.
Make sure your messaging is benefit-led so
AWARENESS
people know the desired outcome e.g. youâll
save money.
⸠Clear Thought Consulting Ltd
14. CHURN = AWARENESS
Make sure youâve identified people with a real
need for your service, and target them e.g. PR
in a trade title, rather than general press.
Make sure your messaging is benefit-led so
AWARENESS
people know the desired outcome e.g. youâll
save money.
Screen inbound prospects via a filtering or
qualification process that determines if you
want to work with them e.g. will they pay?
⸠Clear Thought Consulting Ltd
15. CHURN = AWARENESS
Make sure youâve identified people with a real
need for your service, and target them e.g. PR
in a trade title, rather than general press.
Make sure your messaging is benefit-led so
AWARENESS
people know the desired outcome e.g. youâll
save money.
Screen inbound prospects via a filtering or
qualification process that determines if you
want to work with them e.g. will they pay?
⸠Clear Thought Consulting Ltd INFLUENCE: ď¨
17. CHURN = INTEREST
Understand their needs:
Work out a qualification script.
Prepare an online audit tool.
Understand what success means to them.
Remember to qualify on cultural fit.
INTEREST
⸠Clear Thought Consulting Ltd
18. CHURN = INTEREST
Understand their needs:
Work out a qualification script.
Prepare an online audit tool.
Understand what success means to them.
Remember to qualify on cultural fit.
INTEREST
If you canât help them, let them go:
Have a referral list for any that donât fit.
Have a polite way of saying no.
⸠Clear Thought Consulting Ltd
19. CHURN = INTEREST
Understand their needs:
Work out a qualification script.
Prepare an online audit tool.
Understand what success means to them.
Remember to qualify on cultural fit.
INTEREST
If you canât help them, let them go:
Have a referral list for any that donât fit.
Have a polite way of saying no.
⸠Clear Thought Consulting Ltd INFLUENCE: ď¨
21. CHURN = EVALUATION / TRIAL
Set really clear expectations:
EVALUATION
TRIAL
⸠Clear Thought Consulting Ltd
22. CHURN = EVALUATION / TRIAL
Set really clear expectations:
Cost: price, out of pocket, set-up, billing
schedule, payment terms.
EVALUATION
TRIAL
⸠Clear Thought Consulting Ltd
23. CHURN = EVALUATION / TRIAL
Set really clear expectations:
Cost: price, out of pocket, set-up, billing
schedule, payment terms.
Time: when they can expect what, how
much time will they need to put in?
EVALUATION
TRIAL
⸠Clear Thought Consulting Ltd
24. CHURN = EVALUATION / TRIAL
Set really clear expectations:
Cost: price, out of pocket, set-up, billing
schedule, payment terms.
Time: when they can expect what, how
much time will they need to put in?
Quality: standards they can expect, how
EVALUATION
will this be measured?
TRIAL
⸠Clear Thought Consulting Ltd
25. CHURN = EVALUATION / TRIAL
Set really clear expectations:
Cost: price, out of pocket, set-up, billing
schedule, payment terms.
Time: when they can expect what, how
much time will they need to put in?
Quality: standards they can expect, how
EVALUATION
will this be measured?
TRIAL
People: who will they work with, who can
they contact, do they get on?
⸠Clear Thought Consulting Ltd
26. CHURN = EVALUATION / TRIAL
Set really clear expectations:
Cost: price, out of pocket, set-up, billing
schedule, payment terms.
Time: when they can expect what, how
much time will they need to put in?
Quality: standards they can expect, how
EVALUATION
will this be measured?
TRIAL
People: who will they work with, who can
they contact, do they get on?
⸠Clear Thought Consulting Ltd
INFLUENCE: ďŠ
28. CHURN = ADOPTION
Make them welcome:
Say thank you in some way.
Provide clear instructions.
Clarify how to get help.
ADOPTION
⸠Clear Thought Consulting Ltd
29. CHURN = ADOPTION
Make them welcome:
Say thank you in some way.
Provide clear instructions.
Clarify how to get help.
Check-in regularly:
Have a structure for checking satisfaction. ADOPTION
Provide channels for feedback.
⸠Clear Thought Consulting Ltd
30. CHURN = ADOPTION
Make them welcome:
Say thank you in some way.
Provide clear instructions.
Clarify how to get help.
Check-in regularly:
Have a structure for checking satisfaction. ADOPTION
Provide channels for feedback.
⸠Clear Thought Consulting Ltd
31. CHURN = ADOPTION
Make them welcome:
Say thank you in some way.
Provide clear instructions.
Clarify how to get help.
Check-in regularly:
Have a structure for checking satisfaction. ADOPTION
Provide channels for feedback.
⸠Clear Thought Consulting Ltd
32. CHURN = ADOPTION
Make them welcome:
Say thank you in some way.
Provide clear instructions.
Clarify how to get help.
Check-in regularly:
Have a structure for checking satisfaction. ADOPTION
Provide channels for feedback.
⸠Clear Thought Consulting Ltd
INFLUENCE: ďŠ
34. CHURN = LOYALTY
Keep them engaged:
Get them engaged in eNews, Twitter, etc.
Feature them as a case study.
Invite them to events.
Let them determine levels of contact.
Keep up to date with their changing needs.
LOYALTY
⸠Clear Thought Consulting Ltd
35. CHURN = LOYALTY
Keep them engaged:
Get them engaged in eNews, Twitter, etc.
Feature them as a case study.
Invite them to events.
Let them determine levels of contact.
Keep up to date with their changing needs.
LOYALTY
⸠Clear Thought Consulting Ltd INFLUENCE: ďŠ