The Key to Getting More Business...
As a business coach, I specialize in helping people in promotional product sales sell smarter using proven strategies that help them make more money with less time and effort.
One of the first things I recommend to my coaching clients, to increase their sales, is an ongoing "keep in touch" strategy or drip marketing strategy. That's because you need to connect with prospects and clients many times (and in many different ways) to stay top of the mind and get them comfortable with doing business with you. It can take from 5 to 7 touches or more to get an order.
The problem for many of us, and I know I've been there too, is that we don't have an organized system for making it easy to keep in touch. And without a system, things fall between the cracks and the best of intentions don't happen.
I use a simple Outlook calendar and task bar to remind me when to follow up. I also write bi-weekly blog posts, offer free Webinars, speak at industry trade shows and send a monthly newsletter to my target market.
The key to staying top of the mind is to follow up in a variety of different ways and provide value with every contact. Calling prospects and clients and saying some variation of "Are you ready to order yet?" grows old very quickly and is a drain to you and on your clients.
Here's an easy way to get started following up and providing value. When you meet a prospect or client and they aren't quite ready to buy offer them free monthly or bi-monthly promotional marketing tips and ideas. It's a great way to increase your pool of potential clients, stay top of the mind and get prospects calling you.