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Other Added - How To Win More Sales In Less Time
A few days ago, I exposed a foolish letter I wrote to try and get prospects when I first became a freelance copywriter.Do you know what the right way to have approached this situation would have been?Meaning, if a freelance copywriter wanted to go out and try and "attract" new prospects (as opposed to chasing them down), can you guess what I should've done?The answer is simple: I should have wrote up a lead-generating ad (or more accurately, a series of lead-generating ads), and then...I should've mailed the heck out of them!Remember, the best way to generate new business i
With today’s technology it’s not necessary to spend your time doing it manually like Joe and his assistants did! On the Internet there are online card sending services where you can send “REAL” physical full color glossy greeting cards, mailed with a real stamp, from your computer. The one I use has a ton of features, like being able to set up automatic mailing campaigns. And, it’s very inexpensive at $1.37 a greeting card, which includes postage.
According to the National Association of Realtors, 70% of homebuyers said they would use their real estate agent again. However, only 11% reported buying through the real estate agent they had used before. Why? Because clients haven’t heard from th
"All companies have a culture. In order for employees to function and succeed, it is essential they understand and believe in the culture." - Bryce's LawINTRODUCTIONThe subject of "corporate culture" seems to be on everyone's mind these days; from the college graduate entering the job market, to the IRM executive who is trying to improve management and productivity in his organization. It is the topic of interest at social and professional gatherings.The perceptive manager understands the importance of establishing and controlling the work environment, including both l
This means that if you have 500 customers and lose 19% or 95 customers you must get 95 new customers each year just to stay even.
Research shows it costs six times more to get a prospect to buy from you than it does to keep an existing customer, and it's 16 times easier to sell to an existing customer than to a new one.
So why would you spend any marketing dollars on new prospects before doing everything you can to get more business from your existing and past clients? Let me repeat that, “Why would you spend any marketing dollars on new prospects before doing everything you can to get more business from your existing and past clients?”
The truth is that the real money to be made by most businesses is from additional sales of products and services to their existing customers and those they refer. Getting repeat and referral business is something most small business owners are not proficient in.
If you want your business to be successful, you need to have a compelling reason, “Why should your customers and prospects do business with you, rather than your competition”? You need to become someone they will gladly and often refer new customer prospects to!
The one strategy that can do more for building your business than just about anything else you can do and the most overlooked marketing tool by almost every business is “Follow Up”!
You need to immediately put in place a strategy and an effective system to follow up with:
- Existing Customers
- Past Customers
- Potential Customers or Prospects
Since it costs six times more to get a new customer to buy from you, it just makes sense to spend much of your time, effort and money on strengthening your relationships with your existing customers and turning them into referral machines for you.
In developing a follow up system for your customers and prospects, you need to determine:
- The number of times you want to contact them and over what period of time
- The frequency of contact. For example, every two month plus on their birthday
- The method of contact. Will you send a greeting card, post card or letter? Research has shown that a greeting card will get opened 12 times more often that other types of mail.
- Determine the purpose of the contact. Will you be thanking them for buying from you, making them a special offer or asking for a referral?
A study done by the Association of sales Executives revealed that 81% of all sales happen on or after the fifth contact. If you’re only doing one or two follow up’s, imagine all the business you are losing. Not following up with your customers and prospects is like filling up your bathtub without first putting the stopper in the drain!
Here’s an example of an eight contact follow up system you could put in place in your business, modify it to meet your business needs:
1. When they buy from you – send a “Thank You” card
2. January – send a “New Years” card
3. March – send an Item-of-Value or Special Offer letter
4. May – send a “Referral Request” card
5. July – send a “Fourth of July” card
6. September – send an Item-of-Value or Special Offer letter
7. November – send a “Referral Request” card
8. Birthday – send a “Birthday” card
According to the Guinness book of World Records the Greatest Salesman of all time was Joe Girard. During his fifteen year selling career, he sold 13,001 cars … an amazing feat. What was his secret? Greeting Cards! Every month, every person who had ever bought a car from him got a greeting card. It didn’t matter if it was Christmas, Valentine's Day, St. Patrick's Day, or the person’s birthday ... Joe was a greeting card sending machine!
With today’s technology it’s not necessary to spend your time doing it manually like Joe and his assistants did! On the Internet there are online card sending services where you can send “REAL” physical full color glossy greeting cards, mailed with a real stamp, from your computer. The one I use has a ton of features, like being able to set up automatic mailing campaigns. And, it’s very inexpensive at $1.37 a greeting card, which includes postage.
According to the National Association of Realtors, 70% of homebuyers said they would use their real estate agent again. However, only 11% reported buying through the real estate agent they had used before. Why? Because clients haven’t heard from the
As you take CDL practice test, you do become more familiar with the CDL test, and being familiar with the test will make the actual test much less stressful.In fact, if used correctly, CDL practice test can be an extremely targeted study tool that will precisely pinpoint the areas in which you are weakest and then help you to learn how to combat and overcome those weaknesses.What if you take a CDL practice test and get 20 questions wrong, and your errors span a large number of different topics, from General Knowledge to Hazmat?Well, you should take your test and study it. Identify
If you want your business to be successful, you need to have a compelling reason, “Why should your customers and prospects do business with you, rather than your competition”? You need to become someone they will gladly and often refer new customer prospects to!
The one strategy that can do more for building your business than just about anything else you can do and the most overlooked marketing tool by almost every business is “Follow Up”!
You need to immediately put in place a strategy and an effective system to follow up with:
- Existing Customers
- Past Customers
- Potential Customers or Prospects
Since it costs six times more to get a new customer to buy from you, it just makes sense to spend much of your time, effort and money on strengthening your relationships with your existing customers and turning them into referral machines for you.
In developing a follow up system for your customers and prospects, you need to determine:
- The number of times you want to contact them and over what period of time
- The frequency of contact. For example, every two month plus on their birthday
- The method of contact. Will you send a greeting card, post card or letter? Research has shown that a greeting card will get opened 12 times more often that other types of mail.
- Determine the purpose of the contact. Will you be thanking them for buying from you, making them a special offer or asking for a referral?
A study done by the Association of sales Executives revealed that 81% of all sales happen on or after the fifth contact. If you’re only doing one or two follow up’s, imagine all the business you are losing. Not following up with your customers and prospects is like filling up your bathtub without first putting the stopper in the drain!
Here’s an example of an eight contact follow up system you could put in place in your business, modify it to meet your business needs:
1. When they buy from you – send a “Thank You” card
2. January – send a “New Years” card
3. March – send an Item-of-Value or Special Offer letter
4. May – send a “Referral Request” card
5. July – send a “Fourth of July” card
6. September – send an Item-of-Value or Special Offer letter
7. November – send a “Referral Request” card
8. Birthday – send a “Birthday” card
According to the Guinness book of World Records the Greatest Salesman of all time was Joe Girard. During his fifteen year selling career, he sold 13,001 cars … an amazing feat. What was his secret? Greeting Cards! Every month, every person who had ever bought a car from him got a greeting card. It didn’t matter if it was Christmas, Valentine's Day, St. Patrick's Day, or the person’s birthday ... Joe was a greeting card sending machine!
With today’s technology it’s not necessary to spend your time doing it manually like Joe and his assistants did! On the Internet there are online card sending services where you can send “REAL” physical full color glossy greeting cards, mailed with a real stamp, from your computer. The one I use has a ton of features, like being able to set up automatic mailing campaigns. And, it’s very inexpensive at $1.37 a greeting card, which includes postage.
According to the National Association of Realtors, 70% of homebuyers said they would use their real estate agent again. However, only 11% reported buying through the real estate agent they had used before. Why? Because clients haven’t heard from th
Sales Promotions are Better Than Advertising... Sales promotion is an advertising channel that is directed at boosting short term sales through coupons, discounts, contests, rebates, free samples, incentives, cross-product promotions, and point-of-purchase displays. These promotions involve every level of the sales channel – distributors, retailers, sales people, and consumers.In most cases, sales promotions are better at reaching consumers with direct contact than traditional advertising channels are. Sales promotions also can have a more meaningful impact on customers. For example, free
In developing a follow up system for your customers and prospects, you need to determine:
- The number of times you want to contact them and over what period of time
- The frequency of contact. For example, every two month plus on their birthday
- The method of contact. Will you send a greeting card, post card or letter? Research has shown that a greeting card will get opened 12 times more often that other types of mail.
- Determine the purpose of the contact. Will you be thanking them for buying from you, making them a special offer or asking for a referral?
A study done by the Association of sales Executives revealed that 81% of all sales happen on or after the fifth contact. If you’re only doing one or two follow up’s, imagine all the business you are losing. Not following up with your customers and prospects is like filling up your bathtub without first putting the stopper in the drain!
Here’s an example of an eight contact follow up system you could put in place in your business, modify it to meet your business needs:
1. When they buy from you – send a “Thank You” card
2. January – send a “New Years” card
3. March – send an Item-of-Value or Special Offer letter
4. May – send a “Referral Request” card
5. July – send a “Fourth of July” card
6. September – send an Item-of-Value or Special Offer letter
7. November – send a “Referral Request” card
8. Birthday – send a “Birthday” card
According to the Guinness book of World Records the Greatest Salesman of all time was Joe Girard. During his fifteen year selling career, he sold 13,001 cars … an amazing feat. What was his secret? Greeting Cards! Every month, every person who had ever bought a car from him got a greeting card. It didn’t matter if it was Christmas, Valentine's Day, St. Patrick's Day, or the person’s birthday ... Joe was a greeting card sending machine!
With today’s technology it’s not necessary to spend your time doing it manually like Joe and his assistants did! On the Internet there are online card sending services where you can send “REAL” physical full color glossy greeting cards, mailed with a real stamp, from your computer. The one I use has a ton of features, like being able to set up automatic mailing campaigns. And, it’s very inexpensive at $1.37 a greeting card, which includes postage.
According to the National Association of Realtors, 70% of homebuyers said they would use their real estate agent again. However, only 11% reported buying through the real estate agent they had used before. Why? Because clients haven’t heard from th
Companies are taking a closer look at who they hire today. From heightened security concerns to an increase in negligent hiring lawsuits, companies understand that bad hiring decisions can cause them big problems.That’s why over 90% of employers now run background checks on potential hires.During a background check, a hiring company takes a good look at your personal and professional history. They verify your education and past employment, check to see if there is criminal activity in your past, and talk to your references. Some companies may even look at your driving record, credit history or
Here’s an example of an eight contact follow up system you could put in place in your business, modify it to meet your business needs:
1. When they buy from you – send a “Thank You” card
2. January – send a “New Years” card
3. March – send an Item-of-Value or Special Offer letter
4. May – send a “Referral Request” card
5. July – send a “Fourth of July” card
6. September – send an Item-of-Value or Special Offer letter
7. November – send a “Referral Request” card
8. Birthday – send a “Birthday” card
According to the Guinness book of World Records the Greatest Salesman of all time was Joe Girard. During his fifteen year selling career, he sold 13,001 cars … an amazing feat. What was his secret? Greeting Cards! Every month, every person who had ever bought a car from him got a greeting card. It didn’t matter if it was Christmas, Valentine's Day, St. Patrick's Day, or the person’s birthday ... Joe was a greeting card sending machine!
With today’s technology it’s not necessary to spend your time doing it manually like Joe and his assistants did! On the Internet there are online card sending services where you can send “REAL” physical full color glossy greeting cards, mailed with a real stamp, from your computer. The one I use has a ton of features, like being able to set up automatic mailing campaigns. And, it’s very inexpensive at $1.37 a greeting card, which includes postage.
According to the National Association of Realtors, 70% of homebuyers said they would use their real estate agent again. However, only 11% reported buying through the real estate agent they had used before. Why? Because clients haven’t heard from th
Does your organization have a clear purpose? Do the people you serve see you as important to their business or to their lives? Does every customer and every employee clearly understand your purpose? The purpose of an organization is clarified in the mission, vision, and operating principles. I call this grouping the core message of an organization. If this core message isn't clarified and deeply embedded, then it is likely people in your organization are operating on their own. This is a recipe for conflict, confusion, and chaos.Most organizations have a mission. Do all of your employees and customers know y
With today’s technology it’s not necessary to spend your time doing it manually like Joe and his assistants did! On the Internet there are online card sending services where you can send “REAL” physical full color glossy greeting cards, mailed with a real stamp, from your computer. The one I use has a ton of features, like being able to set up automatic mailing campaigns. And, it’s very inexpensive at $1.37 a greeting card, which includes postage.
According to the National Association of Realtors, 70% of homebuyers said they would use their real estate agent again. However, only 11% reported buying through the real estate agent they had used before. Why? Because clients haven’t heard from them and they assumed the agent didn’t want to do business with them.
Whatever your product or service, don’t let that happen to you!
Commit to putting in place a system to insure continual automatic follow up to your customers and prospects. Your business depends on it!
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