Turning Prospects into Customers

First you need a market. Then you need a product attractive to that market. You need a well-organized and structured business to produce the product. You need a plan to bring the product to market. But, in the end, all this has only one goal - to bring in customers.

Before you can bring in customers, you have to have an idea who your prospective customers could be and a way to introduce these prospects to your product. Once this is accomplished, you'll have a list of propects - people who know about you and your product, who have a need for the kind of product you're offering but who have not purchased from you yet.

If your product is simple and inexpensive, there may be no or little need for an elaborate follow-up. The more complex and expensive it is, the more the follow-up will determine whether you're successful and the more time can be spent on each prospect. This can be critical because, if you have selected your propects properly, each is a potential customer. The only question is, are you prepared to meet all his wishes.

A prospect's wishes can be simple and easy to meet, such as a lower price or a special colour, or it can involve a complete re-design of your product. Once you know what it will take to get the particular propect's business, you can decide whether it will be worth it to take the order. This way of proceding is particularly effective because it puts you in the driver's seat and even a lost order gives you valuable market information about how you could increase your business.

This Business Builder's site has more information about how to achieve sales using structured follow-ups of propects.

For a more in-depth discussion of this subject try the "Growing Your Own Small Business" course at Suite University.

Featured Course: Growing Your Own Small Business

Go To Page: 1

Articles in this Topic    Discussions in this Topic