How Many Times Do I Contact a Prospect?
New home based business entrepreneurs often think that they only need to share their business once before they acquire a new customer. Since the vast majority of people do not make a decision upon first exposure – no matter how compelling the offer is.
So this means it will take multiple exposures because these days it more about being an ‘education process’ than a ’selling process’. All new businesses need to put a primary focus on Marketing - no matter WHAT business they are in.
Marketing is the process of keeping people interested in what you’re saying long enough to educate them in the benefits, to build trust, and possibly engage the law of reciprocation.
If you succeed in maintaining a person’s interest long enough they will generate the reasons or ’story’ that will compel their purchase.
This current methodology is often called ‘dripping’. Rather than shooting for the ‘grand slam’ (i.e. – the sale’) we focus on a series of communications that offer real value to our prospects.
We also want to make sure our intention of service, and for matching out product and service to people - rather than try and make every single person we meet a client. There is little chance that everyone needs what you’re offering. By trying to appeal to everyone you becoming so ‘vanilla’ you end up appealing to practically no one!
So your action step is to determine how you will now approach prospects in a manner that does not cause them to see you as a salesperson looking to just push a sale. In today’s environment you need to elevate yourself to ‘Trusted Advisor’ position.
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