Become a marketing farmer 👩‍🌾 with three simple steps:
Step 1 Lead Generation marketing: to generate leads with the sole intent to find people who are interested in what you have to offer.Â
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Step 2 Capture their contact information: Add them to your database.Â
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Step 3 Nurture them: Stay in constant contact with them with information that is personalized and they value, while occasionally making a sales pitch.Â
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90% of all salespeople (businesses) stop following up after 4 contacts.Â
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By the 6th to 7th follow-up nurturing message, you have earned top of mind awareness.Â
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By the 9th contact, when your prospect is ready to buy, you have a 90% chance they’ll contact you.Â
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Follow these three simple steps every day and over time you will have thousands of raving fans who only buy from you and become your outside sales force.Â
Joe Girard was my “book-mentor” when I first started selling cars. He is the reason I became more of a marketer than a salesman.
He is listed in the Guinness World Records as the “world’s greatest salesman.”
Between 1963 and 1978, he sold over 13,000 cars at a Chevrolet dealership in Detroit, MI. and he did it retail, one at a time, no fleet sales.
Here are his stats:
- He averaged 6 cars per day.
- His best day was 18 vehicles.
- Best month was 174.
- The best year was 1,425.
- He sold more cars than 95% of all dealerships in North America.
What was his secret, besides work ethic and a likable personality?
It’s the one thing I emulated and it brought me enough success that I eventually was able to purchase my own dealership at the age of 39 – constant follow-up with everyone he ever met.
Joe sent a “personalized” card every month to his entire list of customers and prospects.
By the time he was in the business 10 years, almost two-thirds of his sales came from repeats and the vast majority of the rest came from referrals.
Top sellers in any industry have mastered being a market farmer first and a salesperson second.