==> Marketing Your Product
From Prospect to Client in Thirty Seconds
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From Prospect to Client in Thirty Seconds
By C.J. Hayden, MCC
The process of converting a prospect to a client can seem like it takes forever. You meet a prospective client, follow up with him or her over time, and hopefully have a chance to make a sales presentation or schedule an initial consultation at no charge. Then you follow up some more, trying to close the sale. Months can pass, or even years, between your first encounter and getting the prospect to sign on the bottom line.
How do you keep following up for all that time without being a pest? Is asking prospects over and over, "Are you ready to buy yet?" the best way to go about it? How can you build the trust of your prospects
enough that they become willing to take the risk of hiring you?
The answer to these bothersome questions just might be found in this
simple idea. Treat those prospects as if they were already your clients -- they just haven't paid you yet.
Imagine what it would be like to treat every prospective client you
encounter as if you were already working together. Every time you
contact your prospects, you offer an article they might be interested
in, an introduction to someone who might help them with a goal, or an
invitation to an upcoming event in their field.
When you meet with them, you listen to their problems and recommend
solutions. When you contact them after a meeting, you suggest resources for helping them address the issues you discussed. The solutions and resources you recommend may include your products and services, of course, but you don't stop there. You also offer answers that don't involve hiring you.
The impact of this kind of generosity on your prospective clients can
be dramatic. Instead of considering your calls or e-mails an interruption, they will welcome hearing from you. They will no longer
count you as a salesperson or vendor, but rather as a valuable resource and important person to know.
I'm not talking about giving away the store. I don't recommend
providing the client with free training, spending hours addressing
their issues at no charge, or otherwise practicing your profession
without pay. It is completely appropriate to ask for and expect payment for doing your professional work.
But what I am suggesting is a shift in your attitude, to being of
service instead of selling a service. Give your prospects a taste of
just how valuable you could be to them if they were to hire you. Be
generous with the information and contacts you already have at your
disposal. It only takes a few minutes to pass along a phone number,
clipping, or helpful web site, but the impact can be unforgettable.
The effect of this shift on you can be just as significant as the
effect on prospective clients. You will eliminate those dreaded sales
calls from your agenda and focus instead on what you do best -- helping people. You will no longer fear or resist making contact with
prospects, but will begin looking forward to it. Instead of selling,
you will be serving.
The fastest way to turn a prospect into a client may be simply to
change how you think about them.
About the Author:
C.J. Hayden is the author of Get Clients Now! Thousands of business
owners and salespeople have used her simple sales and marketing system
to double or triple their income. Get a free copy of "Five Secrets to
Finding All the Clients You'll Ever Need" at http://www.getclientsnow.com
********** Additional References **********
30 Days to Internet Marketing Success - huge collection of marketing "know how".
Niche Products Package - giant package of 106 niche products with master resell rights plus 14 guides FREE.
Get It Done! Marketing Action Plan - a complete marketing system using techniques and methods that most people don't know about.
Red-Hot Copy to Woo Your Target Market - step-by-step guide to writing professional-looking copy.
The Golden Book of Proof - a simple system for attracting customers with advertising that works.
Adtrackz - complete guide to ad tracking programs.
Confessions of a Website Copywriter - why almost everyone is wrong about creating sales letters for the web.
Pay Per Click Profits - one of the most powerful marketing strategies to drive targeted prospects to your web site.
Automatic Goldmine - how to use autoresponder courses to put ad campaigns onto autopilot.
Ad Gladiator - guide to creating solo ad campaigns that pay well.
Ultimate Ad Tracker Tool - run your own ad tracking system to get precise statistics on your links.
Ad Tracking SuperTips - a FREE ebook to guide you in choosing, using and profiting from ad trackers.
Best wishes for your online success!
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