Client Confidence Leads to Sales

Learn these 12 words by heart . . . and win a lot of customers

If your message or even the name of your company is seen often by your prospects, unconsciously they will develop trust in it. A regularly repeated sales message is a good thing. You can see how strongly this works by comparing your own feelings about a well known brand – with those you have towards an unfamiliar, “own-label” or generic brand.

How long is it since you last had contact with an old client or prospect? If it's many months, do you really think that they will call you when they have some requirement? And even if they think of you, there's the practical difficulty of locating your contact information.

To grow your business, it's highly efficient to establish a schedule for sending reminders in some form out to everybody that you would like to do business with. If you can automate this to some degree, the task isn't too much of a burden. Maintain a database of the contacts and include a field for 'next contact date' then mail a letter, make a call or even just send an email.

Choose an interval between sendings which is appropriate; every day or every week is definitely excessive, but once a year is not enough. In my business I like to be in touch with clients three or four times a year; you can choose a frequency which is right for what you do.

If you do this, then when the prospect has a need for what you supply, your name will come to mind and even if they have not previously bought they will have a feeling of confidence, because your company name is one that they are familiar with. Then you have an advantage over your competitors who haven't made the effort to put their name in front of the prospect. You will be more trusted and all things being equal, your chance of getting the sale is greater.