Catching the Loch Ness Sales Monster
Copyright Henry Winter 2006
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Sales go up, they go down, just like the humps on the oft heard about, but rarely seen, Loch Ness Monster.
Those who make money in business tend to be the ones who have caught the monster and worked out how to flatten Nessie’s humps to have a smoother sales cycle.
And it's maintaining the sales “funnel” that is a real challenge for many Homefinders.
First you have to spend time accumulating your referrals, leads and customer base.
Next you have to deliver superlative service to the customers and clients your sales efforts have generated.
Then you have to start that cycle all over again. Every time.
Unless that is you have put your sales on semi autopilot.
Just imagine you have some great Loch Ness Monster bait.
You would put some on the water and Nessie would take some.
The next day you would do the same.
Give Nessie some more, drip-feeding it on a regular basis.
After a while you would gain Nessies trust and could capture it more easily.
The same applies to your sales.
Drip feeding your market with information, the right information.
This can be achieved in a variety of ways.
Newsletter/Ezine. Start your own. Stamp your personality and authority across it and circulate to your growing list if prospects and past customers. Use it as a free “give away” at networking events or as a lead capture tool via your web site. Add the leads to your growing list.
Post Cards. Get a simple but effective graphic, or series or relevant graphics on a post card.
You can even get some FREE. Create a great message and post them, a little but often.
They will get leads. You can even design them as free give away’s to leave at Accountants, Solicitors, Estate Agents, Removals firms, Dental surgeries, Doctors Surgeries, Hotels, B&B’s – anywhere a prospective client can be found or where someone they know might go. You can even leave them under windscreens in the right locations. Add the lead to your growing list
Direct Mail – Sales Letters. Decide on what you want the letter to do – get referrals or leads or make direct sales appeals, source your list (or create your own – it can be done!). Target an area or business group (i.e. accountants) or market type and write an attention grabbing direct sales letter. Offer some form of premium (free report/discount voucher etc) to get the response. Add the leads to your growing list
Email Campaign. Cheap, effective and automatic. Set up a series of emails that provide really useful and relevant information (and the odd sales message too). Add the leads to your growing list and off you go. Emails can be delievered automatically via an Auto responder. For example I have a web site where I pump out a message every week for nearly two years yet I have to do hardly any work to keep those messages drip feeding my market. They really are easy to set up and use.
Sales Database or CRM (Customer Relationship Management). Get one. Keeping leads on a piece of paper is NO good. Put it in a database that you can merge with, email from. What’s more they cost very, very little. Add your growing list to your sales system and off you go.
[For example click here AND then click the Silver/Platinum link to see an example of a totally integrated approach for just a few pence a day].
Take a small classified in the Sunday papers and add the leads to your growing list.
In summary it’s all about doing a little OFTEN and consistently. That way, whilst you are out earning your fee, the next opportunity is landing in your auto responder, through the mail or on your phone.
I know its tough when you are just getting started.
It can even be tough when you have been doing it a while too.
If you need help crafting your sales messages, creating a post card, sales letter, Newsletter, White Paper or Ezine, or want the help of an experienced Homefinder as a Business Mentor, just drop an email to Henryw@homefindingasabusiness.co.uk
Until next time, happy Homefindingasabusiness.
Henry WinterAuthor www.homefindingasabusiness.co.uk
Copyright Henry Winter 2006
---------------------------------------------
Sales go up, they go down, just like the humps on the oft heard about, but rarely seen, Loch Ness Monster.
Those who make money in business tend to be the ones who have caught the monster and worked out how to flatten Nessie’s humps to have a smoother sales cycle.
And it's maintaining the sales “funnel” that is a real challenge for many Homefinders.
First you have to spend time accumulating your referrals, leads and customer base.
Next you have to deliver superlative service to the customers and clients your sales efforts have generated.
Then you have to start that cycle all over again. Every time.
Unless that is you have put your sales on semi autopilot.
Just imagine you have some great Loch Ness Monster bait.
You would put some on the water and Nessie would take some.
The next day you would do the same.
Give Nessie some more, drip-feeding it on a regular basis.
After a while you would gain Nessies trust and could capture it more easily.
The same applies to your sales.
Drip feeding your market with information, the right information.
This can be achieved in a variety of ways.
Newsletter/Ezine. Start your own. Stamp your personality and authority across it and circulate to your growing list if prospects and past customers. Use it as a free “give away” at networking events or as a lead capture tool via your web site. Add the leads to your growing list.
Post Cards. Get a simple but effective graphic, or series or relevant graphics on a post card.
You can even get some FREE. Create a great message and post them, a little but often.
They will get leads. You can even design them as free give away’s to leave at Accountants, Solicitors, Estate Agents, Removals firms, Dental surgeries, Doctors Surgeries, Hotels, B&B’s – anywhere a prospective client can be found or where someone they know might go. You can even leave them under windscreens in the right locations. Add the lead to your growing list
Direct Mail – Sales Letters. Decide on what you want the letter to do – get referrals or leads or make direct sales appeals, source your list (or create your own – it can be done!). Target an area or business group (i.e. accountants) or market type and write an attention grabbing direct sales letter. Offer some form of premium (free report/discount voucher etc) to get the response. Add the leads to your growing list
Email Campaign. Cheap, effective and automatic. Set up a series of emails that provide really useful and relevant information (and the odd sales message too). Add the leads to your growing list and off you go. Emails can be delievered automatically via an Auto responder. For example I have a web site where I pump out a message every week for nearly two years yet I have to do hardly any work to keep those messages drip feeding my market. They really are easy to set up and use.
Sales Database or CRM (Customer Relationship Management). Get one. Keeping leads on a piece of paper is NO good. Put it in a database that you can merge with, email from. What’s more they cost very, very little. Add your growing list to your sales system and off you go.
[For example click here AND then click the Silver/Platinum link to see an example of a totally integrated approach for just a few pence a day].
Take a small classified in the Sunday papers and add the leads to your growing list.
In summary it’s all about doing a little OFTEN and consistently. That way, whilst you are out earning your fee, the next opportunity is landing in your auto responder, through the mail or on your phone.
I know its tough when you are just getting started.
It can even be tough when you have been doing it a while too.
If you need help crafting your sales messages, creating a post card, sales letter, Newsletter, White Paper or Ezine, or want the help of an experienced Homefinder as a Business Mentor, just drop an email to Henryw@homefindingasabusiness.co.uk
Until next time, happy Homefindingasabusiness.
Henry WinterAuthor www.homefindingasabusiness.co.uk
posted by Henry Winter at 6:46 AM
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