Strategies For Building Your Customer Base

Written by Deborah Sweet Sunday, December 06 2009 19:00

After a week or so, give them a call to verify that they did receive your information. This is a critical part of your marketing effort as it will also give you the opportunity to get to speak with the person, make an impression, and many times get that vital first meeting set up.

I don't suggest being overly persistent, but you do want to get your name on their brains. So, if they are busy, or seem interested but can’t commit, set a time that you can check back with them and calendar this. And, most importantly, always call when you say you will. This gives them the impression you want them to have, that you do what you say you will do when you are scheduled to do so. This builds confidence in you and your company with your prospect.

I can't tell you how many times I’ve been to that first meeting and all my material I have mailed to them is on their desk right in front of us. That's why you want to make sure your materials are professional, brief, informative and to the point, as well as being attractive to the eye.

Even if they are not interested at that particular point in time, I've had customers call back in several months to a year or more and request an appointment. Because they do keep your information if they find it informative and can foresee a need in the future. Remember to build that friendship status with them as well. No matter what age you and your prospect are, there is always a common ground topic that you can connect with the person. After all, they are a person as well.

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