Client Value Journey: Stage 5 – Excite

We're deep into the Client Value Journey now.

Last week we mastered Step 4: Convert—turning subscribers into paying clients with the Benevolent Servant Leader™ sales framework.

That brings us to Step 5: Excite.

This is where new clients either become raving fans or develop buyer's remorse.

Where your first 48 hours determine if they'll refer five friends or quietly regret their decision.

Most consultants celebrate signing the contract, then immediately shift focus to delivery logistics. They send welcome packets, schedule kickoff meetings, and dive into project management.

But that's the wrong move.

The cost of getting this wrong compounds daily. That excited new client starts second-guessing. Their enthusiasm fades. They become difficult to work with, slow to implement, and unlikely to refer.

Results Preview: By the end of this issue, you'll have a systematic approach that turns new clients into vocal advocates before you even deliver your main results.

Here's what I have for you in this issue:

🛠️ Client Value Journey: Stage 5 – Excite: The psychology and mechanics of transforming buyer's remorse into unshakeable confidence

🤖 The "First Impression Excellence" Prompt: Design an onboarding sequence that creates immediate wins and builds unstoppable momentum

What Excite Really Means

Excite isn't about cheerleading or manufactured enthusiasm. It's about strategically orchestrating early experiences that prove your client made the right decision.

💭  Reality Check: Think about your last three new clients. How many were genuinely excited to work with you after the first week? Each lukewarm client represents thousands in lost referral revenue.

Real excitement happens when three elements align perfectly:

1. Immediate Validation: They see progress faster than expected
2. Effortless Success: Early wins feel natural, not forced
3. Future Confidence: They believe bigger transformations are inevitable

Why This Approach Works When Others Fail:

Most consultants treat onboarding like paperwork. I treat it like the most important sales conversation you'll ever have—because it determines everything that comes after.

The First 48 Hours

Client satisfaction is largely determined within 48 hours of starting work together. Here's my systematic approach to guarantee excitement from day one:

🎉  Phase 1: The Celebration Call (Hour 1)

Objective: Transform transaction energy into transformation energy

Start immediately after they sign. Not tomorrow. Not next week. Within one hour.

The Script: "[Name], I wanted to call personally to say welcome to the [Your Program] family. I know you had other options, and I don't take your trust lightly. I'm genuinely excited about what we're going to accomplish together."

Then immediately shift to their vision: "Remind me—what does success look like to you 90 days from now?"

Why This Works: You're anchoring their decision in their desired future, not your service features.

🏆  Phase 2: The Quick Win Setup (Hours 2-24)

Objective: Identify and deliver an immediate, visible improvement

Every client situation has low-hanging fruit. Your job is finding it fast.

 The Quick Win Hierarchy:

1. Financial Wins ($ immediate savings/revenue)
2. Time Wins (2+ hours weekly time savings)
3. System Wins (eliminate one frustrating process)
   
4. Insight Wins (reveal one costly blind spot) 

Example Quick Wins by Client Type:

• Operations clients: Automate one manual process
• Strategy clients: Identify one profit leak
• Marketing clients: Fix one conversion barrier
• Leadership clients: Resolve one team friction point 

The Quick Win Promise: "Before our first official session, I'm going to find you one immediate improvement. Consider it my welcome gift."

💪  Phase 3: The Confidence Builder (Hours 24-48)

Objective: Prove your methodology works through micro-demonstrations

Here's where most consultants go wrong. They save their best insights for later sessions. Wrong.

The Demonstration Strategy: Show them how you think by solving a small problem completely.

"Let me show you exactly how my [Your Method] works by applying it to [specific small challenge they mentioned]."

Then walk them through your complete process on something minor:

• Here's how I diagnose...
• Here's how I prioritize...
• Here's how I implement...
• Here's how I measure...

The Result: They see your methodology in action and trust it will work on bigger challenges.

The Four Excitement Killers

❌  The Information Dump

Sending massive welcome packets with 47 documents to read. Nobody wants homework after buying a solution.

❌  The Logistics Focus

Leading with scheduling, contracts, and project management instead of value and vision.

❌  The Generic Welcome

Template emails that could apply to any client. Excitement requires personalization.

❌  The Delivery Delay

"We'll start next week" energy. Excitement has an expiration date.

The Referral Pre-Frame

Here's what separates million-dollar consultants from everyone else: 

💡  They plant referral seeds during the Excite step.

The Pre-Frame Script: "[Name], I have a confession. My business grows almost entirely through referrals from clients like you. Not because I ask for them, but because the results we create together are so compelling, people naturally want to know how we did it.

I mention this because I want you to feel comfortable sharing our journey with others if it makes sense. Some of my best client relationships started with a casual coffee conversation."

Why This Works: You're giving them permission to brag about working with you before you've even delivered results.

The 48-Hour Excitement Sequence

Hour 1: The Celebration Call

• Personal welcome call
• Anchor their vision
• Set quick win expectations

Hours 2-12: The Quick Win Hunt

• Review all available information
• Identify immediate opportunity
• Prepare micro-solution

Hours 12-24: The Quick Win Delivery

• Present finding
• Show immediate implementation
• Measure quick impact

Hours 24-36: The Method Demonstration

• Apply your framework to small problem
• Walk through complete thinking process
  
  
• Connect to larger transformation

Hours 36-48: The Momentum Check

• Confirm excitement level
• Address any concerns immediately
• Set stage for next major milestone
  
  

The Excitement Measurement System

Track these metrics for every new client:

🚨  Immediate Indicators (48 hours):

• Response time to your messages
• Enthusiasm level in conversations
• Questions about next steps
• Mentions of sharing with others

⚠️  Early Warning Signs:

• Delayed responses
• Scheduling conflicts
• Questions about scope/timeline
• Requests for detailed project plans

🚩  The Red Flag Protocol: If excitement drops, stop everything and have this conversation:

"I noticed you seem less energetic about our work together. That's not like you. What's on your mind?"

Then listen. Really listen. And adjust immediately.

The Excitement Secret Nobody Talks About

Here's what separates consultants who get endless referrals from those who have skinny kids:

They understand that excitement is a business strategy, not a bonus.

Excited clients:

✅  Implement faster

✅  Pay invoices immediately

✅  Refer without being asked

✅  Become case study champions

✅  Extend engagements naturally

When you master the first 48 hours, you're not just improving client satisfaction. You're building a referral machine that eliminates your marketing problems forever.

Your job: Orchestrate experiences that prove they made the smartest decision of their business life.

Next Week: The systematic approach to creating case study worthy results that turn every client into a walking testimonial.

Want to dive deeper? Check out these related articles:

👉 Client Value Journey: Stage 4 – Convert
👉 Client Value Journey: Stage 3 – Subscribe

You might also find these interesting:

🔎  3 Steps to Marketing Success in Your Consulting Practice
🔎  5 Signature Marketing Tools Every Consultant Needs Ready to Deploy

P.S.: When you're ready, here are more ways I can help you...