Lifetime Value of a Customer, Ideal Clients, and Getting more Clients with Harvard Professor Sam Mallikarjunan PoP 295

Lifetime Value of a Customer, Ideal Clients, and Getting more Clients with Harvard Professor Sam Mallikarjunan

Have you worked on optimising your customer conversion process of late? Are your blog posts directed at convincing your ideal client that they need to make an appointment with you? Do you understand the lifetime value of a customer?

In this podcast episode, Joe Sanok speaks with Harvard Professor Sam Mallikarjunan about the lifetime value of a customer, ideal clients, and getting more clients.

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Meet Sam Mallikarjunan

Executive Strategist at HubSpot, PDP Instructor at Harvard University. I help build organizations that drive growth. Enduring companies build engines of growth and teams with the right muscles to test, experiment, and challenge assumptions.

Sam Mallikarjunan’s Story

After spending time at a desk job, and realising he was overweight and in a lot of pain from a previous back injury, Sam decided to get his act together and went out to find a chiropractor, personal trainer, and a massage therapist. During this process, he realised how bad a lot of these therapists’ conversion processes were.

In This Podcast


In this podcast, Sam Mallikarjunan discusses his journey of trying to find a chiropractor, personal trainer, and massage therapist. In the process, he realised how bad some of their conversion processes are. As such, he gives invaluable advice on how to improve this through blogging and by understanding the lifetime value of a customer.

How to Get More Clients

“We don’t make money when we sell things, we make money when we help people make purchase decisions.” – Jeff Bezos (founder of Amazon)

Create a web experience that makes people feel comfortable with their processing decision and then create an efficient follow-up process for that decision. Mental health clients generally don’t want to make an appointment with you, so the process for them to do so needs to be as streamlined as possible not to make them decide not to go through with it.

When writing a blog post, don’t overthink it. Don’t try to write an article that will impress your colleagues by using high-end terminology within your niche. Instead, focus on the conversion process on your website and how that post will assist in that. Create content around what people would be searching for in Google when considering seeing a mental health professional. Focus on helping people realize that they need to make a counseling appointment.

Understanding Customer Lifetime Value

Useful Links:

Meet Joe Sanok

private practice consultantJoe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners that are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.






Thanks For Listening!

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