Agile Business Navigator

We reach out to obtain new clients – prospects we have yet to meet. We tap prospective clients. past and existing clients to remind them to utilize our services and pass along referrals to others. We touch existing clients to continue to use our services and to pass along referrals to others.

Why not create a system based around this approach?

According to different industries, the numbers vary but the statistical percentages stay the same. In your industry, it takes x number of people in your marketing funnel to create a customer. If you reach out to x number of people per year – you end up with y number of prospective clients. With a set number of prospects, it takes you z number of prospects to make one client.

Let's start with the following:

1. Reach out 12 times a year to a mailing of people in your niche
How many prospects does your mailing yield over the year and monthly?
2. Tap the resulting prospects 52 times per year
How many prospects become clients?
How many taps did it take each of them before they became a client?
How many taps resulted in referrals?
3. Touch your resulting clients 8 times during the beginning
8 weeks of your new relationship.
How many touches resulted in referrals?
How many touches did it take before a referral was given?
How many clients stayed on after their initial period?

Systematic and well worth the effort to track. What are your marketing statistics?