If you’ve ever done any direct mail marketing, you probably purchased a list of prospects.
Well, I want to tell you about a “secret” lead list of hot prospects that are five times more likely to respond to your marketing than people on any other list. They will not treat you with suspicion, but instead as a trusted resource. They are twice as likely to send you referrals. They are predisposed to do business with you verses all your competitors, even if you charge more. They are extremely likely to do repeat business with you. And the best part? You can get this list for free.
Sound impossible? Sound too good to be true? Sound like a small business “pipe dream”? Nope, nope, and nope. I can assure you that this list does exist.
So what could it possibly be?
==>> Your past client list.
You might be saying, “C’mon, everyone knows that repeat and referral business comes from past clients. What’s the big deal?” Well, considering that only a tiny fraction of business owners have a consistent marketing plan for their past clients, I’m not so sure everyone really does know this. Or if they do know, they don’t take action, so the result is the same: past clients who get ignored. One of the most expensive investments you will ever make is gaining a new client. After investing the time, energy and money to get that client, what sense does it make to ignore them? Yet that is what most businesses do. Instead, they invest the majority of their resources chasing down the next client, slugging it out in the cold marketplace where they eat their young every day, all while totally neglecting the only group of people in the world who have proven that they’ll do business with them: their past clients. It’s ludicrous!
Keep an eye out for the next blog post where I will discuss the most powerful way to market to your past clients.
