Let’s play some number games. Make a list of all your customers that you believe are really loyal to you. That means that they not only buy your products or services, but that they are referring you to their circle of friends on a consistent basis. If they are truly such great customers, you should have their name and contact information in your file.
How many did you end up with? Can you determine the value of each of these loyal customers? What percentage of your business comes from this group? If you cannot answer all these questions, then your marketing efforts and the customer relations part of your business is failing.
More numbers, let’s assume that you work 45 weeks a year. That gives you 7 weeks for vacations, holidays, emergencies, etc. If you work 45 weeks for five days, that comes to a total of 225 days. If you spend a few hours each day cultivating a new customer, or turning a not so loyal customer into a “raving fan”, and it takes you two days to accomplish this task, then you should have 112 new loyal fans in a years time.
What is the dollar value of these 112 people? In my opinion, this is one of the best uses of your marketing time. These 112 customers will multiply themselves two to five times during the course of a year.
Set up a plan to visit with a prospect every two days. Spend enough time to listen first, to their story and then you can share yours. Offer to support them in their business endeavors and establish a regular follow up system.
Perhaps tomorrow I will look at how to meet these prospects and how to interact with them.
To succeed in life in today’s world, you must have the will and tenacity to finish the job.
Have a great day!