Lovingly Nurture Your Prospects

Filed Under Business Tips 

If more prospects were converted to clients, your cost per acquisition would improve and your profits would increase. It’s as simple as that. Here are some surprising statistics:

  • 97% of salesmen make no attempt to sell the prospect after the third attempt.
  • It is also a fact that most prospects do not buy until after the sixth month from initial contact.
  • One third of all buyers buy only after 18 months of the buying process.
  • 20% of buyers amazingly buy 24 or more months after the initial contact.

People who have contacted you but didn’t buy did so for one of three reasons:

  1. They don’t want what you have to offer.
  2. They don’t like you.
  3. They aren’t ready to buy.

The vast majority falls into the last category.

People typically don’t make snap decisions to buy. In any economy. In this lousy economy, they are going to be even more conservative, especially with large or long term purchases like houses, cars, appliances and furniture.

When someone contacts you, in any way, about what you are selling, no matter what it is, get their name, address, phone number and email address. If they buy, put their name in the client database. If they don’t buy, put their name in the prospect database. Send a thank you note the same day or the next day regardless of which list they are on. The message to each should be different. Showing your gratitude for them having spent some of their time with you will be memorable. People aren’t used to being thanked for doing something they wanted to do.

As Dan Kennedy says, stay in touch until they buy or until they die.

Thanks for reading my blog. I appreciate you spending some of your valuable time with me today!

I specialize in creating customized marketing solutions for small business. Contact me at georgann@catchphrasemarketing.com, or 888-494-8445 to discuss how you can get more clients, increase profitability without increasing marketing expenses. Yes, you CAN have it all!

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