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Once is Never Enough

Posted By Administration, Thursday, January 10, 2013
Updated: Friday, August 30, 2013
When I meet prospective clients, I share what I do. Sometimes there is interest and other times there is not. Should I just move on when no interest is shown?

Consulting prospects buy when they are ready to buy, not when you are ready to sell. This means you have to be in front of them when they're ready. Seek ways to follow-up with them in a consistent way so they continue to learn what you offer ... so they think of you and realize they have a need you can solve.

Consider these 3 components when connecting with prospects:
  1. Education: Be a source of valuable and relevant information, especially if it shows you understand and address their key issues. Provide it and they'll trust and appreciate you. If not, you'll wear out your welcome.
  2. Repetition: We all learn by repetition, so don't think prospects understand what you offer with just one exposure to you. Communicate regular and consistently.
  3. Variety: While your message should be consistent, the way you connect should vary. Phone calls, email, direct mail, social media - all tools to stay connected with prospects.

Need to better utilize and understand social media? Check out an upcoming IMC USA Academy offering, "Social Media for the High Growth Firm". It's $89 for members, $200 for non-members.

Click here to learn more about this 3 part webinar series.

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