Time Management Tips to Increase Value of Customers
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Increasing the value of your time is as easy as 1-2-3. Identify who your
ideal customers are. Don't guess know what they're actively looking for. Develop
a message and the right bait to get their attention and interest. Your target
market is the customers with the greatest potential for you. Be specific enough
about this group of potential customers that you know their names. List the top
10-100 prospects that you want to focus on converting into customers.
Once you know who you're looking to attract the next step is to understand
these people better than the competition. That means that rather than wasting
your time and their time sending them information or calling them to tell them
about you and what you have to offer, you're going to prepare a message that
resonates with them about what they want and what they need and why they aren't
getting that now. You can't do that unless you do your homework.
That means you'll have to do a little research to discover their top 3
concerns that they're actively thinking about. This research is a little more
involved than going to their website and reading about them, although if they
have one you should certainly do that. You want to read, listen, and pay
attention to what they do. When you have that knowledge you can develop a
message that speaks to them about what they want and why they're struggling to
get it. Make it clear to them that you understand them, and that you have
something they want.
It's frustrating that even when you have all that you mess things up by
having either no offer, or having an offer they won't act on. Your message alone
isn't enough to generate contact. And it certainly won't consistently or
predictably get people reaching out to you.
If you've done all the work to understand your prospects and develop a solid
message, don't waste your time investment by hoping for an action. Get them to
take action by extending an offer they'll have to take you up on. This will help
you to get the most value from the time you've invested. Your offer should be so
enticing they want to know more and have to know more.
Make sure you have the right bait for the right people then offer that bait
to them. An offer to call you or have a free insurance evaluation is a poor
choice because everyone knows that's an offer for a sales pitch, and people
aren't likely to volunteer to be sold to. A better choice is an offer that
educates them about something they want or want to avoid, and provides a low
risk way to get it so they don't have to talk to you to get it. While this may
seem like a lot of work on the upfront it will save you time and increase your
results in the long run so you can consistently and predictably get the
customers you want.
About the Author
Author: Cheryl A. Clausen can help you get where you want to be. Improve your
Time
Management Skills with this quick & easy quiz. Look here to see how your
Sales Skills
match up.
