ONLY A FEW CONSULTANTS PUT THIS INTO PRACTICE
Here now is one of the true secrets to sales success and only a few of todays consultants put this into practice regularly. The ones that understand this are rare indeed, but they are also at the very highest level income in their field. They have the discipline to do something every day to help maintain interest in what they sell in order to stimulate future business.
They are the ones that understand that no matter how deeply involved they are in their current work, they know they must continue to touch base with every one of their prospects in order to welcome them aboard as clients.
Because of automation in todays technological age, keeping in touch is easier than ever. However, the top professional makes each contact important to the recipient by not only having a good reason for making that contact, but will endeavour to personalise it as often as possible. That fact alone takes time and in most cases rules out the average salesperson who wants to take the easy way out and not put in the hard yards. And they will take time to do the most unusual things. Here are some of them:
- Tear out a newspaper article, attach a short note and mail it.
- Make a phone call on a subject they think will interest the client.
- Offer the names and number of someone they just met as a referral.
- Mail a letter of interest regarding future product developments.
- Copy a TV show or DVD of interest to the prospect.
- Send free or low cost tickets to trade shows of interest to the prospect.
- Remember birthdays and other events important to the prospect.
However, these same salespeople will also do the same for their existing clients, but perhaps more frequently.
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