How much of the potential business that exists with your clients are you getting? Is it 50%? 75%? Maybe 90%? Of all the needs that your clients have, how much are you getting? If you're like most firms, it's probably less than fifty percent. What that means is companies are indeed buyers of services similar to the ones that you offer…it's just that they're working with other firms and not you.
Here's an irrefutable fact of marketing: it's easier to sell a product or a service to a hand that is open and has already bought from you than from one that is closed.
Many companies tout that they have high percentages of repeat business, and they seem to say it in a proud way that sort of tells the world "Yeah. We know we're good. That's why eighty percent of our clients keep coming back to us." Forget about how many clients are repeat clients. That's a given. All of them should be repeat clients if you're doing your job right. Your repeat customer rate should be no less than 100 percent.
This is what you should be focusing on and using as the benchmark for success: pursue all of the business from every client who has worked with you in the past. There's your land of opportunity. Right under your nose. You know they're already a user of services. They already know you and hopefully like you. There's your challenge, champ. Now go harvest it and close some deals.
Consider these three action steps for you to implement today. Yes, today. I challenge you to complete this simple, easy, and high-impacting exercise before you go to bed tonight. Your time commitment will be less than seven minutes.
Write in your journal the answer to the following three questions:
1. What steps could I take to get more business from my existing clients?
2. What steps could I take to become more memorable with my existing clients, so that when they have a need, they think of me first?
3. What steps could I take to get all the business from my existing clients?
Your subconscious mind already knows the answers to these questions. By asking high-yield questions like these, you'll come up with your own unique marketing and action plan to bring in more business, bring in all the business, from every single client who ever has and ever will hire you.
Reap your harvest. You've already planted the seeds. You deserve to win. Time to bring in the fruit of your labor.
Copyright (c) 2006 Scott Love
Scott Love equips sales people and managers with tools that double their performance. To have him speak at your next meeting or convention, contact him at 828-225-7700. Visit his website for free tools and resources, http://www.scottlove.com
No comments:
Post a Comment