An 8-figure brand owner reveals how they get their customers to buy 30 times

I was talking to Sean, a good friend of mine and the co-founder of Leelo Active.

They’re an 8-figure brand selling women’s activewear, currently on track to hit $2.5M/mo.

At one point, we discussed the importance of community and product quality for eCommerce.

I asked Sean:

“Why is it important to make sure your products are f****** amazing? And on the community side, you host events and all that stuff. What are the benefits of those versus just trying to focus on advertising?”

He responded:

“I think at the end of the day, you’re looking at the lifetime value of your customer.

Paid advertising can get quite costly when you’re acquiring a customer in the first place.

So you want to make sure that your product and branding are really good. If customers love what you sell, they’ll keep coming back after that first purchase.”

He went on to demonstrate this…

“We’ve seen customers who have spent like $3,000 with our store. And there are a lot of them too.

They keep coming back, some are on their 25th and 30th order. It blows my mind that someone needs that amount of activewear.”

That number is absolutely crazy.

If someone buys from you 30 times, you know you have a killer product and branding.

That kind of “loyalty” is not something you can get with just smart email marketing or retargeting ads.

Sure, those things have their place.

But like Sean mentioned, none of them will do nearly as much for your profitability as this one question:

How much is your customer actually worth?

And the answer to that heavily depends on these two pillars:

• How much your customers like your products

• How much your customers like your brand

It’s what Sean and their team have done exceptionally well.

They fly out and build relationships with suppliers and manufacturing partners to make sure their fabrics, packaging, and overall product quality are the absolute best.

When it comes to brand building…

From day one, they’ve focused on building a community that speaks directly to the lifestyle, values, and identity of Australian women.

They create content, emails, ads, websites tailored to that one avatar….

They bring their community to the real world with free Pilates events and in-person meetups…

Little things, done consistently, that made people feel like part of something bigger.

Sean told me his mission is to go global.

But for now, he wants to own the Australian market. Doing it right. Building something strong before scaling fast.

And I respect that.

Because yeah, everyone loves rapid growth and bigger numbers.

But if you expand too fast, you risk killing the brand just to appeal to a broader market.

This is a reason why the trust factor they have with their customers is so high.

Because they’ve made “the brand and the product” the foundation of their operations.

And coming from a Google Ads agency owner…

I can tell you that this philosophy is one of the best things you can do for your ROAS.

The returns you'll see from Google Ads will be exponentially higher when you’ve got that foundation.

Jackson

CEO & Founder of Echelonn

P.S.

If you want to watch the full talk I had with Sean, check it out here:

https://www.youtube.com/watch?v=-4fPH7GyniA

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