Infopreneurship for small business, Part Two
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Today we are going to continue the article regarding infopreneurship. The more you know, the more you can put into action and the more that will come back to you in time. First, I want to say that what will follow, while different works hand in hand with what was presented in part one of this blog post. Second, by putting all these simple techniques into action, you will become an invaluable resource and a trusted adviser to your clientèle.
So, you have decided to try giving away information, or you are just curious and kept reading. Either way I hope you learn something here and it helps. That said, lets jump right into it…
People like free stuff, they live value, and they want to feel like they are a valued resource to their peers. So how do you make your customers or clients feel more valued? To me it’s simple. Give away free bonuses with your product or service? “What?!?!” Give away more stuff? Absolutely. Now I am not talking about a pen or mug with your company name… While specialty advertising has its place, I am talking about an enticement to work or buy from your organization. For instance, “when you book your business with me Mr. Customer, you get a free copy of this planning software, book, report, invitation to my latest seminar, teleclass, etc…” This is the hook that offers intrinsic value in the psyche. It makes the client invest their time and energy making them feel like they are getting additional education to make life or a situation easier. And the best part is, they are, it’s not a scam. It’s the real deal.
An offer like the one mentioned above can often be the difference between getting the sale or simply waving the prospect out the door and watching them walk over to your competitor for the same product or service. Getting the sale, and making your customer happy gives you positive WoMM (Word of Mouth Marketing).
Once you have the customer, there is much more to do today than just make them happy at the time of sale or service their account afterward. One of the best ways I know to do that is to keep my eyes open for what prospects that might interest my clients. That is good business. If your customer is a small business or you service small businesses specifically? I’ll tell you what you should do; give them leads. Yes, keep your eyes open for leads for your customers and prospects. I do this all the time. Why? Simple really, your small business clients appreciate a good lead that could turn into a potential client. Not all of them will, but they will appreciate your efforts. And guess what, sometimes the client reciprocates. Imagine that, an open door policy of trading leads that you did not previously have. Some pretty slick networking without the pressure of actually networking if you ask me. And best of all you are building a positive long term relationship with your client.
Not only does your client get a new customer, if it works out, you are then indirectly connected (again) to that end customer. It is another opportunity for you to network and prospect. Not too shabby, and you didn’t have to cold call anyone yet today. Also, if the new customer works out, then you should go back to your original client you gave the lead to and ask him or her to sit down to discuss ways you can help each other’s business grow. By formalizing your lead trading or list building effort, you can grow your business exponentially without banging the phone or stressing yourself out too much.
When all of the above is done, do yourself a favor and send the client a hand written thank you note. You already know you are supposed to do it, but never make the time to. I read somewhere once that “good business is conducted in an atmosphere of gratitude.” Don’t ask me where I read it, I do not remember. But is sure makes a lot of sense. I am a proponent of giving, so when you give, I also believe you also get back what you gave. Giving gets you, resources, leads, favors, bonuses, etc. You will want to thank people for these because they have helped you grow your business.
The best way to do it is with the handwritten note (mentioned already)… Email works too, but you should use it for the little things like the transfer of information. Do not use it for saying thank you. It is too impersonal. A written note is definitely the best. I am alwayssuprised when I get one of these in the mail… Remember the mail? 