Top sales pros confirm that it often takes 7 or more communications or sales messages before prospective customers make a purchase. They also confirm that it’s generally easier to sell to a referral, because someone they know gave positive testimonial about their products or services.

What would happen if you combined both of these powerful ideas? A nifty and thrifty two-step. Try this two-step tip:

1. Collect leads with your autoresponder. Ask for mailing addresses and telephone numbers, too, for additional ways to follow up with each person. When you download the e-mail digest of everyone’s e-mail addresses and other information from those who requested additional information from your auto responder, follow up multiple ways. Send postcards. Call. Mail salesletters and other promotional pieces.

2. Publish a price list of all the products and services that you offer in an insert, direct marketing package and/or PDF to be made available via autoresponder. You could also include order forms, product descriptions, and other sales material. Then send to the people in #1 above with monthly updates, announcements of new sales and products/services, and a request for referrals.

So why not improve your closing ratio and reach out even farther at the same time? Do the two-step!

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