Thinking about starting a home business? Probably the hardest task for a new business is getting those first few clients or customers. One of the problems is that most home business owners are not savvy in marketing and hate the idea of doing “sales calls,” therefore many struggle to get enough clients. Generating business and clients takes a lot of time, but the process can be speeded up by learning how to prospect and guide customers towards a sale or becoming a regular client. It is reality that many prospects do not say yes on first contact with you, so you need to develop a plan to stay in touch with them until they are ready to buy. Here are four useful strategies to use:
1. Make sure that you zero in on your target market: Make sure that you identify who might want what you are offering and are able to pay for it, anyone else is a waste of your time and money. It is not enough to send your message out into the world and hope that it will stick. Defining your most likely client by a number of criteria applicable to your business, makes it easier to find them and to send messages to entice them to check out your product
2. Build a potential customer and client list: Just as you need a guest list for a party, you need a client list in order to have a business.
3. Make personal contact with your prospective client:
4. Follow-up then follow-up again: When you meet with prospective customers, you will probably hear NO a lot. Sometimes it is a firm no, but it could be a no, for now. 80% of sales are not made on the first contact or the second or even the third contact, it may take more that to make the sale. It is important to set up a non-annoying system of follow-up, such as an email list or an agreement to call back in a period of time.
You must keep track of all your communications and there are many free CRM databases available on line that you can use. Create calendar reminders to follow-up on your phone. It is important to build a relationship with your prospective clients which will hopefully lead to a sale.
From an article by Mindy Lilyquist
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