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Time Management Skills Improve Customer Focus & Time Value |
By:
Cheryl A. Clausen |
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Time Management Skills Improve Customer Focus & Time Value
Cheryl A. Clausen
Increasing the value of your time is as easy as 1-2-3. Identify who your ideal customers are. Don't guess know what they're actively looking for. Develop a message and the right bait to get their attention and interest. Your target market is the customers with the greatest potential for you. Be specific enough about this group of potential customers that you know their names. List the top 10-100 prospects that you want to focus on converting into customers.
Once you know who you're looking to attract the next step is to understand these people better than the competition. That means that rather than wasting your time and their time sending them information or calling them to tell them about you and what you have to offer, you're going to prepare a message that resonates with them about what they want and what they need and why they aren't getting that now. You can't do that unless you do your homework.
Your homework requires that you do a little research until you know the top 3 concerns they're actively thinking and perhaps worrying about. This will take more than going to their website and reading about them, although if they have one you should certainly do that. You'll have to read, listen, and pay attention to what they do. Armed with this knowledge your ready to figure out the message you want to send them. Your message has to speak to them about what they want or need and why it's difficult to get it or why they're struggling to get it. You have to make it clear to them that you understand them, and that you have something they want.
It's frustrating that even when you have all that you mess things up by having either no offer, or having an offer they won't act on. Your message alone isn't enough to generate contact. And it certainly won't consistently or predictably get people reaching out to you.
When you've done all the work to this point, don't throw it away by hoping for an action. Make sure there will be an action by extending an offer they'll have to take you up on so you get the most value from the time you've invested. You can think of this offer as the bait
Use the right bait for the right people. When your offer is nothing more than asking them to call you people know that's an offer for a sales pitch, and people won't volunteer to be sold. You can improve your offer by providing something that educates them about something they want or want to avoid. When they can request a free report there is much less risk involved to ask for the report than there is in asking for an appointment. This may seem like a lot of work on the upfront, but it will save you time and increase your results in the long run. And it will help you to consistently and predictably get the customers you want.
About the author: Cheryl Clausen can help you get where you want to be. Enhance your Time Management Skills with this fun & informative quiz. Look here to see how your Sales Skills match up. Don't reprint this exact article. Instead, reprint a free http://www.uberarticles.com/?id=36073&b=79 unique content version of this same article.
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Article Source: http://www.statssheet.com/articles/article61738.html |
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