As I have suggested on many occasions, for small business owners, time is the most valuable asset they have. How an entrepreneur uses it will ultimately determines the success of their business.
Building a strong-relationship with prospects and existing customers is key to building loyalty, which in turn, will increase your sales.
As I operate my business and meet different people on a daily basis, I notice these 3-common mistakes small business owners tend to commit as they prospect and build their network.
1. Don’t wait too long to follow up
Yes, there isn’t enough time in the day to do everything, so, choose wisely. Immediate follow-ups are one of the wiser things to do! After meeting a prospect, you should follow up with them no more than 24 hours later. Summarize your meeting and outline any next-steps. It is a small gesture but pays huge dividends because it reminds the prospect of your meeting and keeps it fresh in their head – the first 24 hours is critical for remembering details and particularly, impressions.
2. Don’t be a talker
As I have mentioned in other blogs, you need to listen to your prospects and existing customers. Educate them about the benefits you provide them, don’t keep on repeating what you do. You need to explain to them how you can help their business grow or make their life easier. Use case studies, testimonials and suggest demonstration of your product or service. Educating your prospect guides them along the decision-making process and this helps them make the decision on their own rather than the perceived aggressive sales tactics.
3. Don’t forget about them
In the end, every small business wants a sale (that’s not rocket science). But when you do get a sale, don’t forget about nurturing your prospect list, your pipeline. Create some sort of system that works right for you to ensure you make frequent follow-ups (but not annoying). There are many CRM tools out there for free or nominal fees. It is easy to forget about the prospects as you are dealing with customers who are providing you with immediate sales. Remember, prospects will make their decision when it is right for them; so, there is a bit of a “good-timing” game going on. That’s why it’s key to stay in touch with them and stay TOMA (Top-Of-Mind-Awareness). Remember, a very common and useful sales statistic is that more than 75% of consumers don’t buy until at least the fifth contact.
Be a strong relationship builder. Be Real.
Reality Business Consulting (RBC) (www.realityconsulting.ca) is a Toronto-based Marketing and Website Design and Development company dedicated to helping small business grow. We do this by providing insightful marketing and sales knowledge, planning, execution and website design and development, on a small business budget. The foundation of our success lies in our strong business acumen and our ability to listen to and understand the needs of our clients, translating their ideas into a concrete plan of action; ultimately, delivering profitable results for them.
If you are searching for a professional and customer-focused marketing company with extensive work in website design and development located in Toronto, contact us for a “Reality Check; a no-obligation, no-charge consultation of your business.