Now a days it can take upwards of 12‐15 touches with a prospect before they choose to buy your product or service. You must be persistent and consistent in your message without being a pest. Most small business owners will give up after three. Be prepared for this and develop a series of touch points that will continue to nurture your relationship with this prospect at every touch point. You want to be adding lots of value at ever touch point, thus raising the “temperature level” of a prospect until they decide to buy. Obviously you cannot just keep calling them or leaving a voice mail every few days. One of the most effective methods is a weekly e-Zine, Newsletter or a Blog. Make sure your target audience wants to receive your communication by having them opt in to receiving your message. They’ll buy when they are ready, not when you are ready. Your job is to cultivate this relationship with the value of what you do until they say, “yes, I’m ready”. Remember: everyone wants to buy something to solve their pain, but nobody wants to be sold.
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