Increasing your sales is something that all contractors and business people are trying to do. More sales equals more profit. Sometimes you have to spend money to make it, but if you could increase your sales without spending more money, wouldn’t that be a positive thing?
There are ways to do that, actually pretty simple ones. When you do spend money to market yourself, such as sending out postcards or taking out an ad, that will get you some response. So what do you do with that response? Do you capture that information? What do you do with it?
Capturing the information
The key to successfully leveraging your marketing is capturing the information so you can use it to continue to market and increase sales without spending more. Be sure to put contact information into your list, emails into your email autoresponder. Follow up with them. I know you’ve heard the statistic, but it takes at least 5 follow up contacts to make most sales. Most people give up after the first.
The stats run like this: 44% of salespeople give up after one “no”, 22% give up after two “nos”, 14% give up after three “nos” and 12% give up after four “nos”.
That means at least 5 follow ups, or touches to make a sale. So come up with a routine and calendar it for 5 or more. Whatever works best for you, but it can be a combination of calls and emails but the important part is don’t give up! Remember, those calls and emails don’t cost extra but can make a huge difference.
Use that information in other ways too
It’s the perfect “warm” list to use for promotional emails to entice those who have shown an interest into actually doing something, which will definitely increase your sales. Remember, it’s up to you what it might be, but using that information in creative ways and for free is the key!