What kind of marketing do you do?
I see 2 kinds of
marketing we do. We need a a balance of both.
1. Offensive
marketing: placing ads, mailing out flyers, putting flyers in stores,
putting drawing lead boxes in locations, handing out coupons, flyer
swaps etc. We find that the easiest because it is no person to person
contact for us. And it requires the customers to contact us if they want
help.
2. Defensive
Marketing: when we call a customer and ask how we can help them, when we
ask a school to hold a fundraiser, when we talk to a person face to face
(or on the phone) and ASK them for a dating or a sale.
To be successful
you must do BOTH kinds in balance, What kind of marketing are you doing?
one or both? If both what percentage of each. I encourage you to make 5
defensive contacts every day.
Ilene Meckley
talked about it when her kids where little. She planned one 3 -5 minute
phone contact an hour through out the day every week day. She would call
saying she was doing customer service and see how should could help
them.
1st - she asked if they had considered running a home
business along side their family. Then she listen to them. If they said
no and had an objection she listen to see if the object was valid or
need some more information. If they said yes she made an appointment to
go over and help them signup and get started.
2nd - Then she
said the other thing she loved to offer her customers was an opportunity
to hold a class/party and help her hostesses get free products. She
asked if they would like to receive some free products. The she
listened. If they said no she listen to see if the objection was only a
need more information. If they said yes she set a date right then and
promised to help hostess coach them for a positive party
3rd - She said she
offered a buying service for her customers. Would she like to be on her
list for future updates for sales and specials. And also would she like
to order today and take advantage of a special she was offering
See how in 3-5
minutes she ASKED for 3 things and she LISTENED to her customers. She
said This is called SHARING and CARING is being ok with whatever choices
they made for themselves and there family. The only mistake is to not
ask and assume the person would say no. If you do not ask it is an
automatic NO!
This article was written and copyrighted by Kay Green
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