Do you Need More Network Marketing Leads?

Are sales down?  Before you spend time and money finding new business; try getting in touch with the people who already or at one time already loved you. 

It is easier to keep your existing customers than it is to find new ones.  Some sales reps have the attitude that once a job is done; it's done; once a product is sold, it's sold, and the relationship with the customer is over. That's short-term thinking. Former customers are the best source for future sales, even in businesses where customers make purchases only every few years. After all, satisfied customers talk to others, so they're an important referral source. It can cost twice as much to find a new customer as it does to keep the past customers coming back for more.

1. Make A List: Take a few hours to create a list. Start with ALL former customers or clients -- go back at least five years. But don't stop there. Add anyone who has been -- or might be -- a source of referrals. This includes industry colleagues, suppliers, friends, even some relatives. Go through your address book, your accounts, those business card stacks, and your email in-box to jog your memory.
2. Get In Touch:  Phone calls are a simple and personal way to touch base, and it's harder for someone to ignore your phone call than it is an email or a letter. Of course, calling takes time, so you may want to limit that to only your most likely prospects. E-mail can also be effective if you make your email personal rather than seeming like spam. Real mail is always more personal.  The secret to success is to have a personal connection with each person. 
3. Write A Script You don't need a specific reason to contact a former customer. You can tell them the truth, "it's been a while since we've talked, and I'm just touching base. I wanted to see how you've been and if there's anything I can do for you." You'll probably get more sales, however, if you make a specific offer, especially with a significant discount. Always connect with conversation before making the sales pitch.  I personally like the “It’s customer service week” at my company approach.  Always ask for the referral.
4. Stay Committed:  One in 10 will say yes.  It must be a connection to count in the 10.  Get started and stay committed because you will always make up in numbers what you lack in skill.
5. Be consistent:  It is better to do less more consistently than to do more intermittently. Two calls a day for the rest of your life is a system that will make a huge impact on your business.  25 calls this week and maybe again in a couple months will only impact your business in the short term. 
6. Smile: It is important to be sincere and smile so that your enthusiasm comes through.

Businesses never fail, only systems fail.  Put an effective system into place to consistently reach out to your existing customers.  During the busy times frequently many of us were so busy serving current business that we didn't have the time -- or the need -- to maintain connections with former customers or potential referral sources. Regardless of how well your business is doing, scheduling time and creating a system of constant contact will guarantee future successes.   Remember, "word of mouth" advertising doesn't just happen; it has to be cultivated.