When I’m working with a client to plan their marketing action list, one of the things I always look to do is take a campaign they’re currently doing that IS working, and see how I can make it pay bigger. Unfortunately, most people don’t have this ability, simply because they never put their mind to it.
For example, when you meet with a prospect, do you ask for a referral? How about after they buy, in exchange for some gift or slight discount? What do you have to lose? When closing the sale, do you offer an upsell of some kind? A warranty on new equipment? A phone system? PREPAY for the year for a 5% discount? When you go to a trade show, do you also make a point of visiting with (prospecting) the other vendors when folks are in the session? Maybe they could be a good joint venture partner or a referral source. Maybe they could become a client for you too. You’re already there, so why not make the most of it? Meet with the hotel manager and staff. Walk around other events going on. In almost every case, whatever you’re doing can be PULSED if you simply sit and think about how to maximize the opportunity. Read full article and comment →