After giving a marketing presentation to a group of financial advisors, one of their very best from British Columbia 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." You would think someone had just given me the hottest new book to read! It was such a powerful way to drive home one of the key reasons companies fail in their marketing efforts.
Are you giving up before the going gets good?
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 its closer to 9. So if you are only meeting a prospect once, or calling them once, you are giving up waaaaaay too soon.
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 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. If this is the case make sure to read or re-read our 7 Steps to Marketing Success REPORT. You know I also love the Duct Tape Marketing Book and that you can always pick one of our marketing brains for FREE for 30 minutes too!
So persevere...whether that's in Calgary traffic in a snow storm in April or in your efforts to truly HELP an ideal prospect! The bulk of your income is waiting!
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About the Author
Cidnee Stephen is the owner of Strategies for Success - a marketing
company that focuses on the needs of budget minded small businesses and
professional services. She has helped hundreds of small businesses get
out of their peak and valley ruts to finally achieve that next vital
level of success. Cidnee is also a sought after speaker, writer and
blogger on marketing topics that affect small businesses and B2B
service based operations.
Feel free to use this article as long as you include the following:
by Cidnee Stephen of Strategies for Success http://www.strategiesforsuccess.ca
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