After giving a marketing presentation to a group of financial advisors, one of their very best in the country got up on stage and proceeded to lay out the key strategies he believed attributed to his success. “Know Your Profitable Client, Provide Exceptional Service, Always Follow Up,” he said. I sat there enjoying this live example of what marketing can do for a company or professional…when out it came. He said,
“Remember, 50% of our results come from the last 10% of our efforts.”
It was such a powerful way to drive home one of the key reasons companies fail in their marketing efforts, especially in today’s economy.
Are you giving up on a prospect too soon?
Here are some quick ways to determine how far down the path you REALLY are in your marketing:
Have You Touched Your Prospects 9 Times?
It used to be 3 times – IN ANOTHER LIFE – now it’s closer to 9. So if you are only meeting a prospect once, or calling them once, you are giving up waaaaaay too soon. You need to build the “know, like a trust factors” that go with any successful brand – big company or small!
Is Your Frequency Too Infrequent?
Timing is everything. Perhaps your client doesn’t need you today, but they may need you a week from now? Is the next time they hear from you a year from now? Then you are not putting in enough EFFORT to stay in touch, and therefore have one seriously LOOOONG sales cycle to see that last 50%.
Are You Just Plain Chickening Out?
Probably one of the biggest reasons people give up is they begin to question whether their marketing efforts are REALLY effective strategies. In other words, you may lack the clarity, and knowledge you need to give you the ongoing confidence you need to stick to your marketing initiatives. If this is the case make sure to read or re-read our 7 Steps to Marketing Success REPORT, or join one of our upcoming group strategy sessions.
Bottomline…. persevere…whether that’s in good times or a slow economy… in your efforts to truly HELP an ideal prospect! The bulk of your income is waiting!
Source: Hubspot 2
Posted on November 3, 2011 in Article Library, capture leads, Cidnee Stephen, customer experience, customer f, Duct Tape Marketing, exceptional services, follow up tips, know your client, marketing ideas, Marketing Strategy, Professional Services, promotional plan, Referral Marketing, Service Based, Small Business Marketing, Strategies for Success
