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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.


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Article Published/Sorted/Amended on Scopulus 2007-12-01 12:22:46 in Marketing Articles

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