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Establish a number of contacts that you believe that you can realistically attain, and then go out and make contact. Take a look at these stats: According to the National Sales Executive Association, the average sale is closed according to the following number of contacts: ' 2% on 1st contact ' 3% on 2nd contact ' 5% on 3rd contact ' 10% on 4th contact ' 80% on 5th-12th contact This means that people have to see, hear or read about you numerous times before they decide to use your services. Article: I talk to motion owners every day. A sober question I am asked is how to get clients. The number one mistake that I see these professionals making constantly is that they do passive marketing instead of action-oriented marketing, with no loose developed plan for securing clients. Passive marketing is really expecting loyalty to come to you. We do it all the time. We expect our friends, family and colleagues to refer people to us. We put our line of business ruff or flyers everywhere we can think of. And we sit back and expect tons of task to come in and scratch our heads when it doesn't. Action-oriented marketing is goal-based. I take it that one should have clear, measurable and achievable goals in order to consistently grow their company. It's like chipping away a foundation. Taking a lesson from network marketing, this method is named 'repetition.' You do this by performing similar tasks daily, weekly and monthly. In the long run, this will decide you clients. Some of these manner can be calling, emailing, writing articles, public speaking, talking to someone that is within three feet of you, and indent for referrals, to name a few. The next step is to actually define your goal. Establish a number of contacts that you imagine that you can realistically attain, and then go out and make contact. An example is I plan to talk to 20 people this week. I will get five warm leads and of those five I will get one new dependent this week. Or, this month, I will contact 10 groups with a goal in mind to be able to speak in front of them. Of the 10 groups I contact, I will get five warm leads and one group will invite me to speak in front of them. Additionally, I may introduce myself to a new person each day face-to-face, explaining to them who my ideal is and if they aren't, I will ask them if they know anyone who fits that description. So as each week progresses, keep track of how many people you talk to and put that person into your pipeline. Finally, you need to follow up with your pipeline contacts. Another example is forming strategic partnerships. I will contact 10 perspective partners per month, getting 5 warm leads and ultimate 2. The partnerships could be in the form of endorsement letters, articles in a newsletter, linking websites, etc. All of these goals should be put on a spreadsheet and in the works day-by-day. The reason that you need to repeat things over and over and over in any case is that as it takes a number of contacts to get a ward interested in you. You have to work your pipeline by never giving up on a prospect until they tell you to buzz off. Take a look at these stats: According to the National Sales Executive Association, the stereotyped sale is secret synchronous to the following number of contacts: · 2% on 1st contact · 3% on 2nd contact · 5% on 3rd contact · 10% on 4th contact · 80% on 5th-12th contact This means that people have to see, hear or read fast by you numerous times in advance of they decide to use your services. The contacts can be via phone, email, in person, articles, public speaking, a referral from somebody, and/or an endorsement. The number one thing to remember is... DON'T STOP!
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More Articles:1. 7 Pitfalls of Using Email to Sell By Ari Galper Summary: * Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?* Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?Sad but true, these days most people who sell for a living spend 80% of their time trying to communicate with prospects via … 2. Exporting to Europe: Not the Challenges You Think By Steve McLaughlin Summary: When I first started doing business in Europe, three years ago, one of the first things I learned was that the European business environment is much more diverse than in the States. After a number of awkward meetings and deals that mysteriously didn't go through I began to understand that it was a bad idea to deal with Europeans like I dealt with people back home.The American business model prevails in northern Europe ' with the UK and p… 3. Things You Need to Know Before Joining a Direct Sales Company By Stefanie Fauquet Summary: A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. No matter how easy you think it will be to sell or sign up people with your direct sales company, the customers are not just going to come to you. To truly make your direct sales business blossom, the telephone is a must. Article: A lot of people are very intrigued by the idea of joining a direct sales pool and… 4. Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions By Scott Stevenson Summary: Today, Internet Marketers assume this is still the only option when it comes to 'online' sales letters, since the reader is not physically present and cannot give immediate corrective-feedback.In a minute, I'll tell you why this will be their downfall'Your sales letter is your voice to convey your benefits and offerings to the masses. However, the horse-blinders are only showing them a new place to display a once-printed direct mail sale… |