Friends,
Check out this diagram:
If you call 100 people, 3 people will hire you, 6-7 people are open to it, 30 don’t want to think about it now, 30 will say they are not interested and 30 will, well, tell you to get lost.
I was reading though Chet Holmes’ book The Ultimate Sales Machine last night and I wanted to share this with you…here’s why:
The #1 least expensive thing you can do right now to increase sales is to get the contact information of the people open to hiring you or not quite ready, then stay in consistent touch with education-based marketing (just like the emails I’m sending you).
Most people will focus only on the 3% that will buy now, while ignoring the other 37% who – over time – will convert into business with proper nurturing.
I recorded a 31 minute webinar on how to do this a while back.
And want to know the secret to creating topics people love?
“Swipe” the ideas from the Table of Contents of a book on Amazon. For our real estate friends, here’s the free table of contents for 100 Questions Every First-Time Home Buyer Should Ask.
You can do this for any industry – find a book your customer would buy (ideally a hot seller!) and use the chapter titles for your topics!
That way you’re not guessing with content – the market already demands it.
Here are the books we recommend for our clients to get ideas. (scroll to the middle of the page)
On your monthly call, we’ll help you ‘talk through’ topics so you’re comfortable shooting video in your office to stay in better touch with your ‘maybe’s.
Remember, there are no longer Yes’s and No’s – only Yes’s and email addresses.
Instead of throwing the lead away, put them in your “long term nurture” campaign of 2 educational video emails a month. (That’s what we do for you)
Now go get ‘em!
Your marketer,
Frank Klesitz
P.S. Did you check out my second podcast on the 3 keys to selling information online? Here’s the direct link so you can listen in your car: http://soundcloud.com/frank-klesitz/3-keys-to-selling-information
And here’s the transcript: http://www.scribd.com/doc/103748933/The-Referral-Shortcut-Episode-002
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