In The Referral of a Lifetime, Tim Templeton discusses thinking about who is your cheerleader. They are people who feel strongly about you and your products and can refer you at a moment’s notice. Templeton believes there are about 10-20% of the people in your circle you can categorize in this way. They are your “A list”. Your “B list” needs some education about you but can easily move to the “A” category. He said it’s about 17-20% of people in your circle. The “C list” are those you are not are sure about but want to continue connecting with them. Your “D list” are people you don’t want to work with and can delete from your circle.
I’ve fired clients – they either didn’t honor our agreed upon date/time to speak a couple of times and didn’t give 24 hours notification as instructed. Or, they didn’t do the work so I wouldn’t take their money. It was not the place they should be. They needed a consultant to do the work for them. There are certainly a lot of benefits of using a consultant but you need to make sure they are reaching your audience in your voice and relay your message appropriately.
Divide your database into A’s, B’s, C’s and D’s. How you will reach out to them would be different. Develop a marketing plan for each category and either use a CRM if at all possible for automatic emails to be generated or if necessary, send them yourself or have a V.A. (virtual assistant) help you.
How do you reach out to people in your database? Don’t miss this important piece in your business. It will increase revenue big time. In future blog posts, I will give you suggestions. Stay tuned and post your thoughts below please. I will respond.
Not implementing the 7th step to every sale. It’s follow-up. The most money is left on the table because people
don’t follow-up in a systematized way.
Not implementing the 7th step to every sale will reduce income. Most people think they are done after the sale is closed. Continued relationships are important.
It’s hard to get the attention of your ideal client. Once you have someone’s attention, you must continue to be visible to them consistently. You want to achieve top-of-mind-awareness even after a sale.
You have other products/services than the one purchased in most cases. Be sure to present them in a way that you are not selling but stating the benefits of your offering. In all cases, you want to remain in their memory (for their purchases & to recommend you as well).
Whenever possible, have a deep understanding of the client so you are aware what articles to send as well as what follow-up letters and calls (scripted are best – then check its effectiveness) etc. Of course, using Educational Based Marketing (discussed in other blog posts & more learning from me) will help you stand out amongst the competition. Perhaps, get them involved by offering a contest.
This 7th step requires a separate blog entry in order to be complete. Chances are you are leaving money on the table because you don’t follow-up sufficiently. No, if you give value, you are not bothering them. Just have an opt-out line at the end of your follow-up info if they prefer not to get it. If they opt-out, don’t be concerned. They were not your ideal client. There are enough people out there who need your products/services.
What procedures do you have in place to follow-up big time? “Follow” my blog so you don’t miss any information and/or contact me to speak personally after answering a few questions to make sure we are a match.
Discussing your thoughts below are appreciated.
The 6th step to every sale is closing.
Most prospects will need help making a buying decision. Sometimes asking a series of questions they respond “yes” to is helpful to get in that “yes” mode (example: Is serving more people something you would like to do? Is having more clients a goal of yours?)
Per Chet Holmes, from The Ultimate Sales Machine best seller, another method is ”assuming the sale” An example would be so what day is best for you to have our sessions? “Should we ship that?”
People need help moving forward at times. Take them out of the drudgery of continuing to shop when they like something.
If it’s something that gives them value, you are serving them. They will enjoy it when received in the majority of cases or return it if they are not your ideal client.
Chet discusses how salespeople are not good at closing due to “weak ego strength or fear of rejection”.
You must believe in what you are selling so you stay in integrity. You could also add on a bonus or a guarantee if that is possible.
See my blog post on doing workshops on closing and answering objections. Role play with each other and preferably, a coach.
Please let me know other techniques that have worked for you.