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It's a proven fact that most people will not buy from you on their first contact. There are no exceptions to this rule. A prospective customer must have exposure to your business an average of 5 - 8 times (depending on your products and services) before they will even contact you.
The world of professional selling tells us that most sales closes take place on
7th contact.
What does this tell you?
If you work so hard at getting new people to your business front, but then not getting them to come back - you're building for failure.
Don't do it!
Stop right now and look at your sales systems. Do they make allowances for automatic or semi-automatic follow up? Do you offer Autoresponders from your website? Do you have an offline sales letter follow up plan. Do you use contact management software so that you don't loose track of potential customers?
Why do you think Pro's in your industry are top income earners? Think about that. They keep in touch with people.
3. Get them to refer their friends, family and associates.
This is cream of crop.
When you set out in your business, you must focus 80% of your time on getting new contacts. As your business develops, you must then change that focus to 80% gaining referrals.
Referrals are sweetest prospective customers of all. They are already pre-qualified. They already want what you have to offer.
And you don't have to spend a cent getting them!
If your business is online, you can do this with a simple, click and refer a friend script. If you're not on web, you can do this by using a business card referral system.
But even more - are you ready for kicker?
You must ASK people for their referrals!
When you've got a great product and a great service, it fantastic. But there is really no point in working really hard to get a brand new fresh customer at great expense when all you have to do is ASK your existing customers for a few referrals.
Don't be shy. You ask, and most of them will happily give.
It's that easy. Easy to do, easy not to do.
Can you see pattern developing here, difference between success and failure, those that do and those that don't?
All these things are easy to do. They are, really. But most people opt for easier choice - not to do.
The choice is yours. Build your business for success in 2002 with qualified customer flow and you will reap rewards.
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Paul Barrs is the creator of the 12-month "Home Business Mastery - Home Study Course." as well as being a professional speaker, trainer and presenter. He would like to offer you a free subscription to his "Home Business Gold Online Audio e-Magazine" where each week you'll receive a free audio seminar delivered to your in-box. To get your subscription, go now to http://www.paulbarrs.com/news.htm today.
