I went for a walk recently and this hilarious dog decided I should play ball with him. The thing is I don't do 'ball' especially wet, slobber covered tennis balls. He was very persistent and continued to drop and throw it at me as I walked on. I couldn't help but laugh. This went on and on and on until I found him so cute (he did resemble Lassie) I had no choice but to throw the damn ball.
The moral 'gentle persistence’ in a playful way gets the sale. Make sure your relationship building style is more Lassie than pit bull.
My top 3 tips;
1. Work out your Pareto Principle - 80% of your business comes from 20% of your clients. Do you know who they are? Who is bringing in 80% of your business and what was the last thing you did to recognise them.
2. Statistics show there is a 9-18 month incubation period between when someone first comes into contact with us (or our brand) and when they will contact us (or have a need for your product or service). Be mindful of this and be patient, consistent and tenacious when it comes to staying in touch with clients.
3. Touch points; in the 9-18 months you must be staying in touch and I don’t mean stalking or harassing people. You need to have permission by opening a relationship and genuinely connecting. You might do this by catching up for a coffee, making a phone call that isn't about selling, or connecting online through social networks. The important thing is to build a relationship so when they are ready you’re still around.
Now remember to make sure your relationship building style is more Lassie than pit bull.
Last Updated on Monday, 01 March 2010 03:16