It’s a funny thing to go to bed, and then wake up to find out that you’re now a best-selling author. That’s what happened to a bunch of my clients, who participated in a book launch (about taxes) with my pal Nick Nanton and me. I was at a conference with him yesterday, and he pulled me aside to tell me that our book had hit not one but TWO bestseller lists on Amazon (#4 on one, #13 on another), and this was on the first day of release.You think this will help them with client positioning, fees and local PR?
So, congrats are in order — you know who you are!
Before I get to my (short) Weekly Note, I wanted to give you the chance to be on a “pre-notification” list for the next time we do something similar. Nick and I chatted, and we already have another idea in the works for you. So, click right here (that’s all you need to do — no form to fill out) to be placed on an early-bird notification list for when a similar opportunity comes (Hint: it will be in May).
This week, though, some quick encouragement …
“Profit For Life”
Tax & Accounting Business Marketing Strategy
Don’t Give Up NOW
Don’t quit. I know tax season probably has you dragging a bit right now, which is understandable.
But you’re nearing the home stretch…and this last month will likely be one of the most profitable of your year. You’ve prepared all year for this! Keep at it.
And that goes for your marketing too. Keep at it. Here’s why:
1) “All sales occur in a vacuum”. Which means that you might *think* that your prospects are remembering all the previous times you marketed at them–and failed. Truth is, they probably ignored you…or just got off on the wrong side of the bed that day. What matters most is NOT the future, is NOT the past–it’s right NOW…the “time vacuum” of the present.
2) Given #1, you must have a way to stay in front of your prospects on a regular basis. You just never know when somebody will be ready to say “yes” to your offer. It’s a big mistake to only try once, and *assume* you missed that first time. In fact, here’s some stats on closing rates for sales professionals.
2% of sales are made on the first call or contact.
3% on the second.
4% on the third.
10% on the fourth.
And, get this…
81% of sales are made after the fifth contact.
So…if you’re not following up regularly with prospects, you’re leaving 98% of potential sales on the table. Ouch.
Try to take a moment today, and go back after prospects or direct mail leads you’ve tried this tax season. You’ll be surprised…they may just be ready *now*.
Keep kicking butt out there!