By: Maria Flynn
When you call, e mail or send direct mail to your clients, are you
showing them products & services that they are interested in?
(Based on what you know about them and what they've purchased in
the past)
Have a game plan and make sure YOU know the relevant products.
Study them. Communicate the benefits, not just the features. Are
you giving them several ideas to choose from? Don't forget to make
a list of every question, concern, or objection that the
client/prospect could come up with. Develop positive responses to
all the negatives you've thought of.
Have you been keeping in regular contact with your client/prospect?
You want your name to be the one that comes to mind when they are
ready to buy. And remember, just because they weren't ready to do
something when you called them last, doesn't mean they aren't ready
now. .
Did you know...
that each month someone doesn't hear from you, they lose 10% of
their recollection of you? If you don't communicate with your
clients and prospects for a full year...guess what?
Determine what your clients enjoy (fishing, golfing, boating, etc,)
and if you happen to come across articles or news of interest, pass
it on to them. You're building a RELATIONSHIP, remember?
"Our attitudes control our lives. Attitudes are a secret power
working 24 hours a day, for good or bad. It is of paramount
importance that we know how to harness and control this great
force." -- Tom Blandi
