Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, in terms of some ideas for reactivating a client or a potential prospect, one idea that you shared was make a beta test offer. Let’s unpack that a little bit.
Lee Kantor: [00:00:18] Sure. A great way to make your client feel special is to give them kind of a first look at an idea that you might be thinking about executing and give them a chance to pilot it. And you might do this at a discounted rate or a really attractive rate. But in our business, an example of a new offering might be a daily thought leadership minute, like these pro tips. So, say, “Hey, we’re beta testing this new idea. We were doing it ourselves or part of our team’s doing it. We thought you might be interested in doing this. I can easily execute it for you.” And then, you just try to sell it to them as a new offering.
Lee Kantor: [00:00:57] Another thing could be going to the company and saying, “Hey, we’d like to interview all the thought leaders in your company for some internal communication purpose. So, that’s not a normal show. That’s not normally what we do, but we have the skills to execute it.” And then, you just go about it and do this thing for them.
Lee Kantor: [00:01:16] Another offering might be to interview their customers in order to capture testimonials for them. So, those are just some of the ideas to use as a new offering, and then give your client, or past client, or or past prospect this opportunity to get in on this pilot as a way to reactivate them.
Stone Payton: [00:01:38] And even if the answer to that specific opportunity ends up being a no or not now, you still have the opportunity to re-engage with them and continue the relationship.
Lee Kantor: [00:01:48] Right. It’s another relationship-building moment.