Time Management Tips to Increase Value of Customers

It's as easy as 1-2-3. First, you have to identify who those customers are. Second, you have to know what they're actively looking for. Third, you have to develop a message and the right bait to get their attention and interest. The customers with the greatest potential for you represent your target market. You need to have enough clarity about this specific group of customers that you know their names. In fact, you want to list the top 10-100 prospects that you want to convert into customers.

Once you know who you're looking to attract the next step is to understand these people better than the competition. That means that rather than wasting your time and their time sending them information or calling them to tell them about you and what you have to offer, you're going to prepare a message that resonates with them about what they want and what they need and why they aren't getting that now. You can't do that unless you do your homework.

That means you'll have to do a little research to discover their top 3 concerns that they're actively thinking about. This research is a little more involved than going to their website and reading about them, although if they have one you should certainly do that. You want to read, listen, and pay attention to what they do. When you have that knowledge you can develop a message that speaks to them about what they want and why they're struggling to get it. Make it clear to them that you understand them, and that you have something they want.

Even when you have all that you usually mess things up by having either no offer, or an offer they're unlikely to take you up on. Just throwing your message out there and hoping someone will contact you is hopeless. You might get one or two responses on a rare occasion, but nothing consistent and nothing predictable.

Now that you've done the work, don't sit back and hope for an action. Extend an offer they'll have to take you up on so you get the most value from the time you've invested. You can think of this offer as the attraction mechanism or the bait that will get them to reach out to you.

Your offer should be very specific to the people you're communicating it to. When your offer is to call you that's a poor choice because everyone knows that's an offer for a sales pitch. No one wants to volunteer to be sold to. People are much more likely to respond to an offer that educates them about something they want or want to avoid. Plus there is far less perceived risk in asking for information. Even though this may seem like a lot of work on the upfront it's actually pretty easy and it will save you time and increase your results. When you take this time management idea to heart you'll consistently and predictably get the customers you want.

About the Author

Author: Cheryl A. Clausen can help you get unstuck. Enhance your Time Management Skills with this quick & easy quiz. Wonder how your Sales Skills match up. You can get a unique content version of this article.

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