Prospects buy when they’re ready to buy, not when you’re ready to sell.  This is why the marketing systems used by most companies are destined to fail – because they attempt to SELL too hard, too early in the marketing process.

A prospect shows interest and the company tries to go for the sale in the first contact. Then when the prospect pulls back because there has been no trust built the company writes them off as not interested and moves on to the next fresh, new prospect.

Their one step marketing system has failed them again.

Trying to sell someone who hasn’t come to the point of knowing you, trusting you, or been convinced of the value your product or service provides is a losing proposition. Yet it happens everyday.

It is too expensive to generate a qualified lead to not have a process in place for effectively leading them down the buying path.

Successful marketing is a multi-step process. You must first grab your prospect’s attention, then get them to contact you.  This allows you to build a relationship with them and once they come to trust you and understand the value you bring, they’ll buy.

Here are some suggestions to create your own client attracting multi-step marketing system that will put you in front of your prospective clients when they’re ready to buy:

1. Develop a compelling marketing message that motivates prospects to
contact you – basically raising their hand saying they’re interested.

2. Provide them with  something free in exchange for their contact
information (report, CD, coupon, download, newsletter, consultation, etc)

3. Implement an automated system to deliver the free information and
follow up process.  This can be an autoresponder series of emails.  It can
be a client relationship management system that reminds you when the
next steps should take place (phone call, letter, email, etc).  Or, it can be
a combination of the two. Also, be sure to add them to your newsletter list.

However, you must provide valuable information, not “Hi, just following up”.

Check out our resources page for some technology solutions.

Putting a multi-step strategy in place could very well double your revenue this year.