The single best sales strategy in the world is to find your best clients and ask them, "How do I get more clients like you?"
I was in a store last month chatting with the owner, and she said to me: "You're my ideal customer; how do I get more of you?" I thought about it for a moment and told her how I'd found her. We then sat down for a while and figured out how to target more 'me's'. (I am a printer and a salesperson after all!) I was able to buy her a mailing list for people in her demographic and do a series of direct mail pieces to people like me.
Because she asked her customer how to grow, her customer actually answered. So, talk to your customers!
I was in a store last month chatting with the owner, and she said to me: "You're my ideal customer; how do I get more of you?" I thought about it for a moment and told her how I'd found her. We then sat down for a while and figured out how to target more 'me's'. (I am a printer and a salesperson after all!) I was able to buy her a mailing list for people in her demographic and do a series of direct mail pieces to people like me.
Because she asked her customer how to grow, her customer actually answered. So, talk to your customers!
By Jennifer Adelman
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