Do the Two-Step!
Top sales pros confirm that it often takes seven or more communications or
sales messages before prospective customers make a purchase. They also
confirm that it’s generally easier to sell to a referral, because someone
they know gave positive testimonial about their products or services.
What would happen if you combined both of these powerful ideas? A nifty and
thrifty two-step. Try this two-step tip:
1. Collect leads with your auto responder. Ask for mailing addresses and
telephone numbers, too, for additional ways to follow up with each person.
When you download the e-mail digest of everyone's e-mail addresses and other
information from those who requested additional information from your auto
responder, follow up multiple ways. Send postcards. Call. Mail sales letters
and other promotional pieces.
2. Publish a price list of all the products and services that you offer in
an insert, direct marketing package and / or .pdf to be made available via
auto responder. You could also include order forms, product descriptions,
and other sales material. Then send to the people in #1 above with monthly
updates, announcements of new sales and products / services, and a request
for referrals.
So why not improve your closing ratio and reach out even farther at the same
time? Do the two-step!
