Sales by increments

There’s another great lesson I learned from Craig Stubing which I’ve been mulling over. A couple of real golden nuggets for anybody looking to acquire new clients or customers, regardless of the business you’re in.
Craig talks about initiating relationships with potential clients by giving them something of genuine value which meets the clients’ needs. Most service professionals are already doing this by offering potential clients a free consultation for half an hour or an hour… but here’s the clincher: He says you should never present a client with an opportunity to say no to your offer. Instead, focus on building your relationship with the client. A good way to do this is by using a drip feed method; that may be a friendly email every now and then when you don’t expect a reply. If dealing with a large volume of prospects, it may be a set program of communications which happen automatically. Such a program may be a series of news updates or tips which offer the prospective client real value.

2011-04-04T07:13:57+00:00 By |

About the Author:

Mark Gibbs has broad experience as a marketing manager and graphic designer. He holds an MBA with a marketing specialisation. Mark runs a consultancy called MadLab: The Marketing And Design Laboratory. Based in Adelaide, he operates around Australia.


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