Marketing Strategy - Double Your Client Base Using The Two Step Approach

What do you think the biggest mistake that most companies sell, the person to person to make in advertising?

My belief is that it uses the wrong overall strategy.

Most companies that sell to an advertisement with a one-step approach. Make an ad with the immediate aim of new customers. When the first call will not lead to direct business, which they often scrap it all together.

In my opinion, that is a lot to ask from a single ad and a terrible waste of thepotential business partners. Especially when you see how pathetic and predictable most advertising is. (Just open your phone book if you want to see what I mean)

A much more profitable strategy for the advertising prior to a two-step approach. This method is not new. Direct marketers use it for years. They learned that it is much easier for people to raise their hands first, and say: "I am in this" and then provide the sales piece, not only to take interesteach with a sales piece. This approach is much cheaper and more profitable.

So instead of asking your ad for the reader to direct customers, they gently push your views with small steps in a comfortable non-threatening way, moving to convert. With the aim easy to always have their names and contact information.

Once you have that, you've done it. Rather than knowing a chance to sell them to your ad, you can now follow up as often as you likeDollars are spent, like a high-powered rifle on the prospects who really have an interest in what you offer, rather than the typical shotgun oriented approach.

So, you ask how I get them, raise their hands and to me their names and contact information?

It's easy. Refuse to make them an offer, you can not.

The best way I've found, is free, very useful information that they can not get anywhere else to offer. Suppose, for example, a landscaping contractorwants, the prospects for building a gazebo would be interested in goal.

By offering a free report as "how the value of your home with landscape improvements" to know the views of the peaks of interest and automatically assume that they in what you offer that are interested. If this is done in the right way can increase dramatically, the number of leads you receive.

Once they have the free report that you have yourself as the expert and can continue to follow up with requestedthe prospect until they turn into a client. The follow-up should be as low pressure provides additional information, free quotes and analysis, etc. in the position to offer service to your community, as local experts. They should not be afraid to ask whether we can help them, but you should never do not beg. Hold down the "expert" attitude in mind.

By using the two-step approach, continually building your database, and regular follow-up, offering not only business, for the rightbut now you will be planting a crop business, bring a rich harvest for the coming years.