Title - Talking points/scripts for reactivation joint ventures Tags - retention jointventure
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“Look, I am a specialist at getting past, inactive clients or buyers started up again. I am really good at doing it. There is no certainty what the numbers will be, but we can look at your business, and I will do all the work. We can analyze how many of the people you used to sell to and don’t buy from you anymore. I will spend all the time, the effort and even the expense of contacting them on your behalf with the goal of getting them back on a regular usage schedule. There might be a special application or service that you might do for them instead, or concurrently. For my services, I would like (blank) percentage of the money that comes in for (blank) amount of time.”
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“I’m going to find you $100,000 you never would have had. It is not going to cost you a cent. It is going to be pure profit. It is not going to take a dime out of your pocket. It is not going to cause one person not to buy from you who’s buying today and would buy tomorrow. If I do that after every bill is paid, after everything is said and done, and the money is clearly and evidently deposited in your bank account, will you give me back (blank) if I let you keep (blank)?”
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“Look, the way I see it, you have been missing out on probably 50,000, or, if I’m right, $100,000 or more in income that you’ve already made a huge investment in. You worked really hard in the past, but for reasons that are not your fault, you may not understand the elements of how to sustain it, and conserve, and contain, and maintain, and advance that investment the way I do. What does it cost you to add ten more people every day or every month?”
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“I am going to do all the work. If I’m wrong, which I don’t think I am, but if I am wrong I will have egg on my face. I will look pretty dumb at the end of a week, or a month, or six months. I will have gotten only a few dollars - or nothing - for a lot of effort.
But what if I’m right? And remember, Mr. Prospective Client, all I have is my time and my opportunity cost. I only back the horses that I think have a really great chance of returning that cost, and you have a really good horse. I think you have a really great reputation. I think you have a really great company. I think you have a real quality service, and I think it’s a shameful sin that people have fallen through the cracks only because you’re too busy doing the work, juggling all the issues of business, fighting the alligators.
Let me relieve you of this burden that you wouldn’t even know how to get out from under. Let me do it for you sytematically. Let me blitz it one or two months from today.
If I am correct and I do my job right, you could be making an extra 3,000, 5,000 a month, or have a lump sum in your bank account of another 20,000, $30,000 that cost you nothing. And yes, I will get a share of it, but that share will only be from (and you can fill in the blank) the first transaction or the first two transactions. Thereafter, all the future revenue I have reinvigorated and recreated is going to be yours and yours entirely, and that is fair to me.”
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“I don’t even want you to say yes to me today. I want you to see the opportunity. I want you to think about how, when we’re ready to do this, I can get the fastest access to your old customer list.
I want you to think of whether I have to do it at my offices or home, or whether I can do it in yours. I want to see how many different categories you have so I can concentrate on the easiest, the fastest, the most lucrative mining and reactivation possible for you, and certainly for me.”
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“We agree that you have within your business or your practice some number of once-active (buyers, subscribers, members, patients…) who haven’t dealt with you for (three months, six months, nine months - whatever reasonable period you agree upon.) It is agreed that I have an ability, and you wouldn’t be doing a great job of reactivating on your own. I have offered to come in on my own time, my own effort, my own expense and do it for you. We agree that you will make your records available to me in confidence on an absolute non-disclosure basis. I will go through them and identify them on a graduated basis - easiest, most recent, etc., etc. I will start by taking a small representative group and testing their relative responsiveness to our proposition. Together we will agree upon what the exact proposition is, and that will be added to this letter as an addition. Once I test it, if it shows life and we agree to means a minimum of (blank) people out of (blank)ome back (or sign up, or start again, or take advantage…) then you agree that I will be able to do all of the remaining ones that I want. In exchange for that we both agree that I get to keep (blank, either percentage or dollars) ofthe (blank). (It could be the first sale, or the first two sales of all the money that comes in. You have to figure out what works best for you.)”
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Your ability to make the deal (or your sales representative’s ability to make the deal) could be greatly enhanced by your ability to point out to the perspective partner or client that if you do all the work, if they have total control over the way you do it and what you do, so there is no downside and they have no investment other than the incremental cost after the deal is done, somebody says, “Yes” and money changes hands, so there is no out-of-pocket… if you only earn after money comes in and you only get a share… That’s called “newfound money.” You are not taking a dime out of their pocket. They agree that, “Hey, if somebody hasn’t been here for a year, they probably not going to be active again.” You could almost get them to agree that really, it shouldn’t even be a matter of them being satisfied. It should be a matter of keeping you happy!
“Honestly you should like anything I get. I am the one that must be determined, because it is my opportunity cost. But I think I can get 10 people per 40 back. I don’t know if I can. I might get 30. But let me go out and find out… If I am satisfied and get enough yield from my efforts, you agree to let me work as many of the remaining ones as I like over the next year.”
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