PREPARING THE FIELD Where Do You Find New Clients?
PREPARING THE FIELD When to find new customers? It’s a year-round project. Remember, Noah didn’t wait until it was raining to start building the ark.
PREPARING THE FIELD Go out on a limb- That’s where the fruit can be found
PLANTING THE SEEDS“How do you keep current clients engaged?”
PLANTING THE SEEDS Repeat customers are the bread & butter of the top earners in sales
PLANTING THE SEEDS Dance with your customers. Celebrate their successes & sympathize when they are lagging.
WATERING &NURTURING “How much time do you spend on client growth in your business?”
WATERING &NURTURINGIt’s what you do in between customers that makes you better.You rarely develop any new closing, presentation or overcoming objection skills when you are with a customer.Plan, practice, listen, read a motivational book, or learn more about your product.
HARVESTING“How do you measure growth for your business?”
HARVESTINGKnow where you are nowStart tracking anything you want to improve
HARVESTING Suggested areas of tracking: % of business derived from repeat & referral customers The ratio for phone calls made or taken vs. appointments set The closing ratio for appointments vs. walk- in traffic
HARVESTING Remember:Don’t bother tracking anything unless you want to improve it
Be patient with your growth process.You are not growing a weed.You wouldn’t expect to plant a seed & the next day find flowers blooming.
Focus on the process Prepare the field to find new clients Plant the seeds to keep current clients engaged Water & nurture your business with reviewing your goals & plan, practice, read, and learn more about your product. Harvest the growth of your business & improve by tracking to improve.