A Great Way To Build Repeat Business!

                     By Otto Collins

You've heard me say it over and over in this column...

"Don't try to sell someone something, just focus instead on trying to help them!"

No one like to be "sold!"   But, everyone wants their lives to be better. The question is how can you sell more to your potential clients and not be pushy or rude but still try to help them?

Let me give you a quick way to get more repeat business, fill more appointments in your calendar and make more money.

  Recently I had a "Psychic Reading" with one of my favorite Psychics        (we all have one don't we?). It was a phone reading and things went very well--I got most of my questions answered and my psychic friend got the money for performing the service.

So, how could she have gotten more business from me?

  It's easy. But, nobody does it.

  You see what happened is, she provided me with a valuable service and I gave her money. She and I exchanged pleasantries afterwards and we were both on to the next thing on our respective "to do" lists.

What should have happened if she wanted to get me to commit to another appointment is to get me to commit to another appointment while the emotion and positive feelings were high from this consultation.

All she would have had to have done to get me to commit to another appointment right then and there is to say to me..."most of my clients usually try to get appointments every three months or so-- why don't we schedule your appointment right now to make sure you can get another appointment at a time that will work best for you."

Would I have signed up? You betcha!  

Would I have felt like I was being "sold?"  Absolutely not !

So what if the client forgets all about the appointment?

You do what my eye doctor has her staff do two days to a week before my appointment--They call me to remind me of my appointment.

You want to call in enough time so that is the client or potential client cancels the appointment that you have time to fill the appointment with another client.

If the client is out of town or you don't want to spend the money for a long distance phone call just send them a post card reminder of their scheduled appointment.

Do this. It will work

It's a simple idea but it will make you money and be a great service to others.

All you have to do is think about how you can apply this idea to your business and what you do.

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