In marketing there are two big factors that help you attract clients
consistently. The first is Strategy - the ability to create an
effective client-attracting plan. The second is Implementation - the
ability to put that plan into action.
But there is another, perhaps even more important factor that helps
you attract clients. You might call it the Familiarity Factor.
I have noticed that people are simply more likely to do business
with you (Strategy and Implementation being equal) if people feel that
they know you, like you and trust you.
How important is this in the whole scheme of things?
Just a tiny bit of the Familiarity Factor can tip the scales in
your direction. Take a call to a prospective client, for instance. If
you call with the name of someone they know as a reference, your
chances of getting somewhere in the conversation are greatly improved
over making a cold call.
Think about that. The only difference is that you have a name of
someone they know. The Familiarity Factor is both powerful and subtle.
And any way you can increase the Familiarity Factor in your marketing,
the greater success you will have.
How can you increase the Familiarity Factor in your business?
1. Be more visible. Network in groups and meet people face-to-face.
Give talks. Send an eZine. All of these activities are not only good
marketing strategies, they simply get people familiar and comfortable
with you.
2. Listen more than talking. When you meet people, work at
listening and getting to know them more than trying to impress them.
Funny thing - when you listen they feel they know you better and trust
you more than when you talk.
3. Give away information. Everything from free reports to web site
content, to a talk or presentation. This enables people to check you
out without any pressure. Haven't you felt you really knew somebody
after hearing their talk?
4. Use case studies and testimonials. These are much more powerful
than anything you can say about your services or how you work with
clients. Create a written success story from every successful client
project.
5. Write conversationally. Just write (letters, marketing
materials, web copy, articles, eZines) as if you're talking to someone
face-to-face. Keep it real.
6. Be accessible. Make it easy for people to reach you by email and
by phone. And when they reach you, be a "regular person," don't go into
"sales and marketing mode." Listen more than pitching.
7. Ask for referrals. Remember the example above. A name of someone
familiar is an immediate ice breaker. Look, if your clients are happy
with the work you do, they will happily give you leads. You just have
to ask.
By all means, develop and plan effective marketing strategies and
work on consistent implementation, but also work at weaving the
Familiarity Factor throughout all your marketing activities.
About The Author
Marketing, has been helping Independent Professionals be better
marketers since 1984. On his web site http://www.ActionPlan.com find valuable resources, products and programs for attracting more clients. Get a free copy of his Marketing Plan Sart-Up Kit.
---------------------------------------------------------------------------
Distributed by Hasan Shrek, independence blogger. Also run
online business ,matrix,internet marketing solution ,online store script .
Beside he is writing some others blogs for notebook computer ,computer training ,computer software andpersonal computer,Cyber Forest,internet weapon,talk about business ,business is my blood ,hasan's blog ,cyber business
---------------------------------------------------------------------------
Technorati Tags: internet marketing, internet business, web, affiliate program, affiliate marketing, online business, business online, make money, work at home, networking
