it's just that they're working with other firms and not youHere's an irrefutable fact of marketing: it's easier to sell a product or a service to a hand that is open and has already bought from you than from one that is closedMany companies tout that they have high percentages of repeat business, and they seem to say it in a proud way that sort of tells the world "Yeah We know we're good That's why eighty percent of our clients keep coming back to us" Forget about how many clients are repeat clients That's a given All of them should be repeat clients if you're doing your job right Your repeat customer rate should be no less than 100 percentThis is what you should be focusing on and using as the benchmark for success: pursue all of the business from every client who has worked with you in the past There's your land of opportunity Right under your nose You know they're already a user of services They already know you and hopefully like you There's your challenge, champ Now go harvest it and close some dealsConsider these three action steps for you to implement today Yes, today I challenge you to complete this simple, easy, and high-impacting exercise before you go to bed tonight Your time commitment will be less than seven minutesWrite in your journal the answer to the following three questions:1 What steps could I take to get more business from my existing clients?2 What steps could I take to become more memorable with my existing clients, so that when they have a need, they think of me first?3 What steps could I take to get all the business from my existing clients?Your subconscious mind already knows the answers to these questions By asking high-yield questions like these, you'll come up with your own unique marketing and action plan to bring in more business, bring in all the business, from every single client who ever has and ever will hire youReap your harvest You've already planted the seeds You deserve to win Time to bring in the fruit of your labor
Copyright (c) 2006 Scott LoveScott Love equips sales people and managers with tools that double their performance To have him speak at your next meeting or convention, contact him at 828-225-7700 Visit his website for free tools and resources, http://wwwscottlovecom
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