Today is the 4th and final critical moment when your client needs you. Followup is essential and here’s a great tip on how to let people know you really care about them and stay in touch.
When they need a nudge to do something— There is a marketing rule that states that a person needs to see your message SEVEN times before they are ready to take action on it. This is why follow-up is critical. Following up is a way to show that you care, that you have not forgotten about them. And it also honors the simple nature of how people buy (which we can all relate to). People aren’t always ready to take out their wallets, so they have to get a little nudge.
One of the questions I get asked often by women entrepreneurs is, “Joy, once I’ve created a relationship with my ideal client, how do I get them to buy from me?” Great question!
Do you know what “WIIFM” stands for? Sure you do! You ask yourself this question every time you think about making an investment or purchase – “What’s In It For Me?” We purchase everything based on the “benefits” that we will receive when we use the service or product.
Commitment. It’s a powerful word that conjures up a mix of emotions and can be a scary thought– especially in business. Being committed to something means you’re choosing not to be committed to something else – sounds simple, right? In essence, you’re pledging or engaging in a relationship to the exclusion of others. In my work supporting women entrepreneurs, I find fear of commitment in business can make the difference between mediocre results and extraordinary results.
Marketing really is just like the game of baseball. And once you figure out the rules of the game, you will move around the “diamond” very quickly, scoring successful runs. First, you have to decide what you are marketing (product or service) and second, who your ideal client is. In other words, who benefits from using your product or service. When you have determined who your ideal client is, you can then create a “message” that will appeal to those people. Makes sense, right? Many times, when we start a business what’s the first thing we do? We create a logo, business cards, and possibly a web site. We do need all of these things to run a business, however, if we don’t accurately communicate the right “message”, then we have wasted valuable time and dollars with no success. Our ideal client must be able to understand how we can help to solve their problems with our product or service. It’s essential that you develop your “message” first. Let them know how your product or service can solve the problem they are having.
