Consistent communication with existing clients and prospects who are just like your most successful clients is the best sales lead generation tool you have at your disposal.
When broken down there are only 3-Steps to Creating a Sale
In step one, you engage people who may have interest in the value you offer.
This is best accomplished through marketing (longer term strategy) or direct contact (immediate response). Simply ask the question “Is this value of interest to you.”
Everyone who says “yes” becomes a strong lead in your sales pipeline.
If you profile existing successful clients and find other people who are like them, you'll hear yes more often than no.
Next you convert that interest into revenue through identifying a want or desire your client/prospect has based on the value your business provides and filling it.
Once a prospect converts to a client, making ongoing offers will create:
a.) Greater and long lasting value for your business and theirs.
b.) An ongoing relationship built on trust and mutual success.
If you are not gaining new business from existing clients you are losing money and creating a business that is stuck or going in reverse instead of moving forward.
This is a condensed version of the October 23rd edition of Creative Business Strategy. To see the full version and subscribe visit http://www.billgluth.com