Are you spending enough time following up? You probably work like crazy to get good leads, have interesting promotions and book sales events. But are you so busy focusing on getting NEW leads that you forgot about OLD ones?
Your "warm" leads (leads who have already met you / bought from you, etc.) are the best source for new business...and new recruits. If they have purchased from you, then be sure to put them on your priority list for follow-ups. If you contact each warm lead each month (by phone, email or mail) you will certainly find yourself with higher sales.
It's easy to forget, get busy, get re-focused, etc., however if you establish a "tickler file" to keep yourself on track you will find it much easier. These files can be physical or electronic and will keep you in constant contact with your customers and potential customers.
Another method is to send out a monthly newsletter with a special promotion that expires by the 25th of the month. By having it expire by the 25th, it will allow you to end the promotion, send out all orders and develop a new promotion/newsletter for the next month.
Education vs. Sales
If you are offering your customers catalogs, fliers, coupons, freebies, etc. you are selling to them. However, if you are offering your customers information to meet their needs, you are educating them. No one likes to be sold to. We all like to know how to solve our particular problems.
If you are not providing an information-based marketing program to your customers, consider doing so . It can be as simple as a newsletter sent via mail or email. Write a one-page solution to a common problem targeted to your product line.
For instance, acne can be relieved by various methods--list several, including your product line of acne items. Or, child development milestones--what should you expect at one, two, three, etc. You can also provide the appropriate toys from your product line for each age group. You can find the information to include by just surfing the web. However, be sure to write your newsletter in your own words. Do not plagiarize or cut and paste topics into it.
If you give your customers relevant information plus a little sales & marketing, you will likely get a customer who not only actually reads your newsletter...but appreciates it, too!
For more Direct Sales Power Tips, visit: www.isellmoretoday.com K. Moehr, author & owner, Moehr & Associates
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