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You have heard over and over that before your prospect buys something from you, they have to know, like, and trust you. And it is true.
The first step is they have to be introduced to you. What most small business marketers forget is that their prospects have to be "introduced" to you many times before they feel like they "know" you. Frequently, a prospect might not even recognize your name as one she "knows" until she has seen it about 7-9 times. Third, your prospect has to trust you. You are a professional, aren’t you? You keep your word and keep your prospects best interest at heart. Great! You’ve gotten through the first three steps. So, what is missing? Your prospect has a short memory. After all the energy you’ve put into "know, like, and trust", if you don’t stay in touch with your contact, your name and great reputation will gradually fade. She will not remember you! There are only 3 ways to grow your business: Making sure your client remembers you addresses the 3rd way to grow your business. Your prospect may know, like, and trust you. You get one sale. And then you go chase another prospect. In the meantime, your customer has gone on about her life and will shortly forget you, which means the next time she is looking for your product or service she will be getting to know, like, and trust someone else. Why? Because you didn’t follow up. And she forgot. A follow system that works is: The key word here is "system". Good intentions don’t get the job done. Make sure you have everything in place and make it easy to follow up. With an online auto-responder, an automated greeting card system, and a good tickler system for your phone calls, you will not only be known, liked, and trusted, you will also be remembered. Check out the middle column for tools that will help you set all this up.
Second, your prospect must like you. There is no better way to encourage someone to like you than to show genuine interest in them and their business. You can’t fake this one. Most business people can smell a phoney a mile away.
* get more clients
* get each client to spend more on each transaction
* get each client to make more transactions
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