Customer journey is the most important secret of any single business that exists in the world.
TSR Method
The TSR method is something that I have used since I started as a consultant and a digital marketing strategist five years ago without identifying what it was. The TSR Method is the easiest way to build and scale a business. The secret is consistency with intention and clarity. And what I’ve seen in entrepreneurship myself included is that for years, I would know the one to two things a day that I had to get done, but then I would spend time throwing spaghetti at the wall, 45, 50, 60 times a day, thinking that one or two of them would stick. And then I’d find one that stuck and that I would add it to my list tomorrow. And then I would do that and repeat the process at every level of success.
it’s really important to remember that the only secrets to success or secrets to your first thousand dollars Isn’t because there’s a secret it’s because there’s clarity that’s executed with high energy and high intention consistently until it happens no different than if you’ve never run before in your life. And you make a goal of running five miles on broken, there are a lot of different ways to train and a lot of different ways to eat and recover. But at the end of the day, what’s going to really get you moving. The needle is running and increasing that and doing it consistently over a period of time that sustained where the end result is, the result that you’re looking for. The inputs are always predictable and this is the game of entrepreneurship and business. If you’ve never run before and your goal is to run an eight minute mile, you might be able to do it in a month or it might take you three or it might take you six, but I guarantee you, if you continually practice and pay attention and measure against your clarity, you will get there if you really want to get there.
TSR stands for time sales and retention. So the foundation of your success comes down to your ability to know where you spend your time and then where you have to spend. How you generate the right sales. And then once you make those sales, how you retain those customers and turn them into lifelong customers and a referral machine.
Time
When we think about time is broken down into three areas. Area number one is the clarity area. Number two is needle movers and area number three is containers. So when we say clarity is you being able to really clearly identify who you are, who you serve. How you serve them, where you’re going, what you have, what you’re doing, what’s working, and what’s not. And so in order for you to have clarity of your time, you have to know where you’re spending your time to have an audit of what you have available. And then you have to have a very clear picture of where you should be spending your time based on those inputs because you have to know who you are. You have to know who you serve and how you serve them. And so the first part of the time section is having clarity.
Once you have clarity of your vision, where you want to go, how you’re going to help people get there, where you currently are, then you move into your needle movers. And your needle movers are your superpower. These are the three to five things that you are the best in the world at doing that. Nobody else in your business organization or anybody that you hire could do it as well as you. These are your needle movers. These are the things that every day when you pay attention to them, you give them your energy for five minutes, 10 minutes, an hour, that they have a tangible and measurable, positive result, both on you and the business. These three to five needle movers are the things. That lace up your running shoes and get you hitting the pavement. They are your run. They’re your recovery. You’re stretching you putting on the right running shoes, drinking the right amount of water, and getting coaching from your coach. So one of your needle movers is being a wide receiver. And so once in your time section, you have clarity and where you spend your time, then you move into your needle movers and you identify what are those three to five needle movers that only I can do. And I can do better than everybody else. They’re not something I want to outsource. Like I am the expert. You identify those and you move into the third area, which is containers and containers are how you protect those needle movers. needle movers can also be called non-negotiables and containers as a way. And you learn how to building your schedule and your time to protect those non-negotiables.
Sales
Then once you are clear on that, you move into the S, which is sales. And sales is really fun for me because sales are where the rubber meets the road. Like sales are where we spend our time. We get excited. And so in our TSR method, we have our three-step visibility and marketing strategy. Why is this so powerful? Because it attracts pre-sold customers and will help you easily scale five figures, six figures, and sometimes even seven figures and only 20 hours a week because that’s how many hours I actually work. And so I’m speaking from experience that you can generate seven figures in revenue working 20 hours a week.
How do you do this? This is my understanding going all the way back to the time section, taking that clarity of who you are. What you do, how you’re served them and who your customer, and then applying it into the traffic tripod, applying it into the earned traffic owned traffic and paid traffic to have a strategy to implement into your business. And so sales attention is making sure that if you’re using the lighthouse analogy, all the time that you’re shining your light out of your lighthouse and the right people are catching it. The right people are catching it. And so attention is you basically shining your light out, being in action with all that clarity and those Needle movers and putting it into the world. And once you are clear that you are doing that and you’re getting the attention well, now context comes in and context is the most neglected, but also the most important part. I watch people get a whole lot of the wrong attention. I watch people hoard potential and hoard attention thinking that eventually some of these people are going to buy their products, but instead they get these potential customers that are on their door being like, Oh, it’s too expensive or I don’t know if I’m ready or I don’t know. And they’re met with resistance and resistance. And here’s what I’ll tell you. It doesn’t matter what your product is. It doesn’t matter what your offer is. If you don’t have a line of people, salivating over what you have to offer and excited to pay you and thinking that you’re getting in the way of them doing it fast enough, then you haven’t built the right context for your offer or you’re messaging. And so context is enrolling your best customers into what you have to offer and get them salivating over it. So this is having very crystal clear messaging, a crystal clear story, and then consistency and congruency over and over.
Here’s the secret, cat memes won’t get you. Content posting viral videos will get you the wrong attention. Attention is not always the right currency now. Yes. Could you have a video go viral and get 7 million views? And of those 7 million views, 50 of them happen to be somebody that you would like to work with within 20 of them by changes. Most of the time, you’ll see that when you’re getting all of this attention for humor or when sex sells on social or for memes or for controversy, and it’s not consistent and congruent to who you are and who you serve it doesn’t end well.
So in the sales section of the method, step number one is attention. Step number two is context. And then step number three is the customer journey. And customer journey is once you have the attention and the context you lead them forward in the next steps of their journey. If you don’t know where they need to go before they get there, whether you have a physical product and it’s a supplement. If you sell a supplement and you don’t have a journey designed to help them use it, overcome objections, get them into best habits. Customer journey is the most important secret of any single business that exists in the world. Do you think grocery stores are laid out? Accidentally. No, they’re laid out intentionally. Think about a restaurant. When you sit there with the hostess, you’re not ignored, you’re guided and led to your table. You’re given your water. You’re given your menu. They have an amount of time to come to the table. They know how to upsell specials. They know how to offer desserts and when to do it, they know when to come to the table and not come to the table. And have you ever noticed that they always come to ask you how your food is when you’re biting and chewing it? So you can only give noise or a one-word response? It’s probably. So you can’t say anything negative. I’m not joking. Like I noticed this all the time. They always ask when I have a bite of food in my mouth, like, how was it? I’m like good. Thank you. And then I’m like, Oh, it’s good. Every single thing is intentional and everything in your business has to be intentional and centered around that customer achieving the result that was promised.
Retention
Then the third section, the R my favourite section is retention. And retention is the secret to building a successful business. There’s no business that’s been successful when it has an entire pipeline of customers. Any successful business is built on the back of its existing customers. 93% of marketing is word of mouth people share when they have positive experiences and they become walking billboards and testimonials, regardless of the product, the service or the offer. And so retention is broken down into three sections. Section number one is fulfilment. Section number two is communication. And section number three asks. And so section number one, fulfilment. But the most important thing or focus about retention is creating a world-class customer experience. If you have not thought through how to get every single one of your customers, the result that was promised or deliver a world-class experience, then you have more depth to be had, and you have more money waiting on the table because those people will refer you until the cows come home.
So fulfilment is making sure that your customer achieved the after state that you promised. This could even be with a lead magnet. If you haven’t done everything in your power to make sure the very last person of those hundred people or a thousand people that opted in achieve that goal, there’s a hole in your game and it must be plugged. And so when you think about fulfilment is ensuring that if this is what I promised and they gave me something in exchange, they gave me their email, their attention or their credit card. My job is not done until they have achieved, or I’ve done everything in my power for them to achieve the promised result that I made your job as a business owner is not complete when somebody buys your job starts when somebody buys and your job is complete when they have achieved the promised result. Every business that exists in this world, the success is predicated on people actually achieving the desired outcome and that becoming a testimonial that’s how word of mouth marketing works. Communication is building a two way relationship with your customers, not a one-way dictatorship, your customers, the one that have bought your product or bought your service or bought your offer are the cheat codes to your business succeeding.
When somebody is in the fulfilment stage of your business, And you’re in the communication stage or knowing that this is an important part of your business. You have to give every opportunity for every one of your team members to be in as many touchpoints in a relationship with your customers as possible, getting on the phone with them, DM-ing them following up with them, following their journey, asking about their experience. The more time, energy, and intention you can spend being in a two-way communicated relationship with your customers who are using your product the faster, I guarantee you that your business succeeds. And so that’s the communication section. And then the third and final session. Section of the retention section asks and asks is the secret sauce. This is utilizing your best customers that have achieved a result to become your walking billboards, to do your marketing for them, for you, and to be your biggest advocates. And it has to be done intentionally to build an effective relationship.
Done is better than perfect