If you want to build a HUGE list of hyper-responsive customers, the first thing you’ve gotta do is offer them something of value.
I’m continually amazed at how few people get this.
By providing value to others first you accomplish 3 things.
1. You build reciprocity – by giving to others first, they will naturally want to reciprocate.
2. You build credibility – and let people know that you’re an expert on your topic.
3. You begin the relationship on the right foot – and that’s what we’re really doing, is forming a long-term relationship with the people who come to us.
I recently had a consultation with a client who told me that her website wasn’t working very well.
Whenever I hear such a thing, I immediately ask, “What are your numbers”?
I want to know how many visitors you’re getting, how many of those visitors are converting into leads, and how many of those leads are converting into immediate sales.
After getting the numbers from this client, we discovered that her website was working well.
In fact, it was working VERY well.
She was getting almost 4% conversion from lead to sale, which is incredible.
So…
Why did she think her website wasn’t working well?
I’ll tell you why.
Because she was losing munee.
It cost her more to make the sale than she was making from said sale.
The good news is, this situation is easily fixable, and I told her exactly how to remedy it.
And that’s not all – because I had even more good news for her.
She was doing an incredible job of converting her site visitors into leads.
Because she was offering something of great value, an extremely high percentage of the people who visited the site gave her their contact information (name and email), in exchange for what she was offering.
And though they didn’t buy from her immediately, many of them will do so in the near future.
But…
She’s got to give them a reason to do so.
All she’s got to do is continue to build on the relationship she’s started, continue to provide these people with value, and continue to give them opportunities to invest in what she has to offer.
And here’s the other big strategy I gave her.
I told her to contact these people (her leads) and ask them how she could further help them.
And let me tell you, this strategy alone will pay HUGE dividends.
In today’s new economy, people are dying to tell us how we can better serve them.
When we respond to their request, and give them what they want, they’ll gladly invest in what we have to offer.
Once you understand this, building a huge, hyper-responsive list becomes child’s play.
And your list is going to LOVE you.
You’ll be the hero in their eyes, and they’ll repeatedly thank you for all you do to help them.
Dedicated to your success,
Kevin Thompson
“The Automatic Income Coach”
P.S. I’ll be attending a seminar in Phoenix for the rest of this week, but may send a few highlights from the big event.
You explain that subject well.
Thanks for your input. I am a newbie and just getting started so I have a lot to learn. Thanks again for the info you share with us. Bettielou
The List Building Outline above is the way to do it..! I believe it, and see the psychology behind it.. It works.! Following up is great, but not to excess! I get multiple emails from some marketers daily. Opting out doesn’t seem to cure it, so I start sending them to spam.. Over zealous, or desperate marketers are like a person who talks to much, and you wish you could hide every time you see them coming. So then, why would I want to purchase anything from them..? Building a hyper-responsive list, then gently nurturing it as outlined above, to maintain the relationship, so they want to buy from you over and over again is the best approach. Hey, I don’t even have a web site yet, but experience and common sense goes a long way..! Experience of what works and what doesn’t beats the heck out of all the time it takes to get a PHD Degree, then the time it takes to apply all the theory learned to see what works for sure, so one can then be referred to as an expert.. Some Years back, I was asked to speak to a group of Engineers from Monsanto in New Jersey. I was introduced as an expert, and was not comfortable because all in the audiance were degreed engineers. I was a layman in my field, knowlegdeable, yes, but not an expert, in my mind at least. So, in an effort to down play the Expert Introduction, I began by asking this large group of Engineers if they knew what an expert was? Waiting briefly, no one responded. I repied, “A drip under pressure”!! The group laughed heartily, I relaxed, made my presentation about Submersible Turbine Pumps..! Had a nice Q/A time, then broke for lunch.. The beginning of a mutually profitable relationship..
Japanese auto manufacturers learned long ago to listen to what the customers wanted, build vehicles that offered the best of European and American Features so they could offer the customers a product that had value. This happened over a period of years and they were able to improve the product enough that repeat business is no problem for them.
American auto manufacturers, on the other hand offered their customers what they thought they would want, which was an inferior product that did not last for more than 100K miles. This cost them a great deal.
Happy, satisfied customers will come back for more once a good relationship is built.
Kevin has it right on, this principle must be applied and practiced for a successful business to grow and thrive.