Have you ever accepted a business card with good intentions only to lose them to some black hole? It’s common knowledge that good intentions are simply good intentions. Without a clearly defined process and plan, you’ll soon discover that someone else is winning the business that was meant to be yours.
Rather than stuff great business cards in a place where you’ll forget them, create a well-defined sales-process that positions you as the go-to industry leader when potential clients are most ready and willing to invest in your services. A systematic process makes it possible for you to consistently follow-up, and it positions you as the valuable resource that you are.
A sales-process that includes consistent, value-added follow-up makes you more memorable to potential clients, allows you to educate them, and helps them see and experience your businesses culture long before they invest money in doing business with you. Through a process like this, potential clients get to know you, your values, and your way of approaching business. You become the trusted advisor/expert before you meet to ask for the sale. People are more likely to do business with someone they know, like and trust.
What would it mean for a potential client say to you,
“I have plans to use a service like yours later in the year and when I’m ready, I know exactly how to contact you. You do a great job of staying front and center of my mind by the way you stay in touch with me! I read everything you send my way, thank you!!”
Wouldn’t that be a compliment to you and your business? That’s the power of a well planned sales-process in action.
Are you positioned to be top of mind with potential clients the day they’re ready to buy? What about when they have a bad experience with your competitor and suddenly they’re actively pursuing a replacement?
The person who is top of mind, most familiar, most liked, and most trusted will be the person they likely turn to next. That person must be you. Position yourself for success and enjoy the ride!
What do you think? Share your comments here.