If fast revenue is the goal, here’s my recipe:
- Make a list of as many current and former customers as you can. Fifty, 100, whatever, as long as you do this in one sitting, as quickly as possible. Max time investment: 1 hour.
- Start with existing customers. Call them. (Email to set up the phone call, if you must, but these interactions are to take place by phone.) Ask them if they’re pleased with your product or service. “Are we serving you well?” If yes, say “Did you know we also do x,” where x is a product or service that compliments or enhances what they’re buying from you now. Most will likley say “no.” Ask if they’d like to discuss it now, or schedule another conversation. Total time: 15 minutes per customer, maximum.
- Next, call the prospects. “I wanted to let you we’re working with a few people just like you (list two or three customers here). Here’s what we’re doing for them. I would be happy to share some of these best practices (or some of this value) with you.” Time: 15 minutes per call.
Talk to one per day, and you’ve had conversations with 20 buyers per month. If you need the money, take an hour per day, and you’ll talk to 80 prospective customers in a month. Close just 15 percent and you have 12 new customers.
This piece ran in my Evangelist Marketing Minute short-form newsletter, which you can receive every Monday morning for free by signing up here.