Marketing From The Heart: Issue # 1

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Marketing From The Heart: Issue # 1
http://www.doublein26weeks.com
By Tom St. Louis
"The Shortest Distance Between You And Greater Profits™"
October 11, 2001
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Today's Tip: Back End Marketing

Back End Marketing

If you want to grow your business, steadily and affordably, there is nothing more important than "working your back end". Your back end is all the customers you've ever had, the prospects you haven't spoken to in a while, and your contact base. Consider this: it is about six times easier to sell something to someone who has already transacted business with you.

Every time you make an offer to your back end, two things happen: 1) Some take you up on your offer 2) The rest become more acquainted with you and get closer to transacting with you. By regularly communicating, you also receive referrals.

You might use letters, newsletters, postcards, e-mails, phone calls, special events, personal visits, faxes and combinations of all or any of the above. The principle to bear in mind is that people will forget you, unless you remind them of your existence and the unique value you offer. Don't kid yourself that you are so wonderful that people will remember you. Even if you have done a great job for somebody, within a year or less, you will have fallen "off the radar".

Regular communicating does not mean badgering and bombarding. It means providing great offers and relevant, valuable information. Always strive to make sure they understand all you can do for them. And, don't assume that, even though they got an offer from you thirty days ago, that they remember what you are all about. Tell your whole sales story every time!

Special Tip: Newsletters can have a negative impact on your marketing. Unless the information is truly relevant and informative, many prospects will toss them and NOT appreciate the effort.

The key is to communicate regularly, with good information, in a variety of ways. This simple effort virtually guarantees growth and profit.

Go to Issue #2

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