Monday, September 10, 2012

The 3 C's of Building your Customer List

Let's face it! Anyone in sales knows that it's a contact sport. You need to get out there on the game field and meet people every day. A great goal is to add at least one new contact to your customer list every day, but then comes the play where most in direct sales stumble and drop the ball.

Let's take a minute to discuss the 3 C's . I guarantee that you'll make a touch down and have scores of customers cheering you on.

  • Capture- Capture someone everyday! No don't tackle them and drag them home. Capture their contact info so that you can follow up, build a relationship and turn them into a customer. I suggest you keep several tea samples in your purse for meeting people in person. These should be in a clear marketing envelope with your business card. Trade this sample for their contact info. Pull out a pretty little notebook with a pen and offer this first to them. Direct them to write down the easiest way to reach them, and ask to to also include their mailing address.Mention that you would like to send another sample in the mail.  
  • Connect-  Okay, huddle up, TEAm. This is the big play! Take that contact info and add it to your Referral Database! Write a them a notecard, send an Item of Value, call & pop-by- CONNECT with them to strengthen the relationship.  So many consultants in the direct selling industry are one hit wonders, and the customers know this. They expect you to drop the ball and never contact them again. (Sad, but true. ) 
  • Convert- This is the touchdown, the winning point! The more you connect with your referral base, (Hosts and Clients are a part of this too!) the more they know, like and trust you! When this happens you convert a contact into a life long client who purchases from you and refers you to family and friends. Listen, Conversion takes time. It is not a micro wave process. This is putting together a winning strategy for a season of great sales!
Are you ready for a season of Wins? Take a moment to write down which of the 3 C's you are already doing, and then which one you need to practice. I'd love to hear about your new fall season playbook and how the 3 C's will help you . You can leave your comments and questions below, and we'll happily respond to them. 

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