In the day to day haste of running your business, we often forget to focus on the entry point to the sales tunnel, sales funnel or sales pipeline – call it what you want. That entry point? People – your prospects. As defined by Wikipedia, a prospect is the person or entity that has the interest and authority to purchase a product or service. These folks are the cornerstone to growing your business.
Today is a perfect time to spring clean and update your marketing strategies into 3 specific steps.
The best way to work with prospects is to keep your name in the forefront of their mind. You need to be constantly visible and sharing your value – helping them in some way. When you drop off their radar, you will see your sales begin to slump, you will see gaps in those wanting your service. That’s why 80% of our time should be on marketing. Continually getting your name, your brand and your offering out there will help you to achieve consistency in your sales.
How? Social media, blogs, networking, direct mailers, teaching seminars, advertising
2. Follow Up
Once you have established contact, and started the foundation of a relationship with a prospect, it is critical to follow up with them. You need to cultivate the relationship and grow the ‘know,like and trust’ factor – the foundation that people need to buy from you.
How? Reaching out with birthday cards, personalized emails, special announcements with deals, new products or services, follow up phone calls, follow up meetings, newsletters
The goal of following up is to build rapport with your prospects to give them the reasons to do business with you-instead of a competitor.
3. Close the Deal
The sale, the close, the party, the excitement, the satisfaction. There is nothing better than closing a deal with a client. And by the way, the deal is not closed until the money is in the bank.
Ask yourself: “What three to five tasks could I do this week to reach out and put my name in front of new prospects?” Then make those activities part of your plan for the week.