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Marketing is a contact sport

September 15, 2016

 

I was talking with a client when she voiced something so many of us desire in our own businesses, "Once people get to know me, they like me and want to work with me. I just want them to get to know me faster." 
 

A marketing method for this does indeed exist. It's called touchpoints or marketing touches. A touch happens anytime a potential customer comes in contact with you or your brand. It can happen in a multitude of ways. A prospect might meet you face-to-face (touch), visit your website (touch), connect with you on social media (touch), receive a phone call (touch) and email (touch) from you before actually becoming a client. 
 

Here are of just some of the ways we can touch our prospects:

  • Business card  

  • Blog post 

  • Social media post 

  • Newsletter 

  • Whitepaper

  • Website

  • Direct Mail

  • Videos

  • Promotional materials

  • Advertising

There is a lot of talk of how many touches it takes to convert a prospect into a client. I've heard everything from five to twenty. A study done by the Association of Sales Executives found that 81% of all sales happen on or after the fifth contact. Unfortunately, most business owners give up long before then because they lack a system of follow-up.

 

Selecting the right follow-up methods can seem overwhelming. Do you call or email first? And implementing all of those touches can seem next to impossible. That is, if you're working alone. 
 

I can help you put the right marketing touchpoints into your sales process. We can automate the process as much as possible, making it consistent, so you can have predictable results. You'll speed up your sales process and close more business. Click here to schedule your free consultation.

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