The Top 3 Most Important People in Your Business

For every business, there are three important people that you need to take care of. First are your clients.  They have invested in you and you are making money and paying your bills because of them. Second are referral partners. Those great partners who continually send people your way so that you keep getting more clients without having to work so hard. Third are prospects. These are people who have shown an interest in working with you, but aren’t quite ready yet.  All three categories of these people are extremely important to the growth of your business. As a business owner, you need to reach out to them on a regular basis.

Prospects have to be touched many times before they convert into a client. It’s important to reach out to them in multiple kinds of ways so that you are still top of mind with them when they are ready to make a buying decision. After you have an initial free phone conversation, schedule the next time to call them and add them to your mailing list. When they receive regular mail from you, they are more likely to remember you when they are ready to buy. Make sure you get permission before you add them to an email list. If you get their permission, that is another great way to stay in front of them.

Referral partners will only refer to you if they’ve heard from you recently. If you don’t stay in touch with them, they will send referrals to someone else who they’ve recently met.  The more recent the interaction, the more likely they are to remember you. Sending a card or note in the mail on a monthly basis is a great way to remind them about you.

Clients will stay with you longer when they feel connected to you.  It’s not just the work you do for your clients.  It’s the time you take to show a personal interest in them.  There are many ways to build your relationship with your clients.  You should be building it through every project, phone call, and email interaction.  When clients feel like there’s a distance between you and them, then they start to lose interest in doing business with you. Sending them friendly mail on a regular basis is a great way to increase engagement with them.

It’s important that you have a system in place to reach out to all three types of people in your business. Reach out to clients, prospects, and referral partners so that they are reminded of you and reminded that you care about them. When you do that, you will see increased client retention, more referrals, and greater sales conversion.  All of this will increase your income. 

If you are ready to add mailing to your marketing as a way to increase sales, referrals, and retention, schedule a Personal PowWOW.  We’ll help you find the right strategy for your business and show you how to get better results in the New Year!

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