The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you’ve just thrown a rock into a pond. SPLASH! Ripples
begin extending around the point where the rock hit the water.
An interesting observation is that the ripples closest to the
rock are actually the smallest ones. Then each ripple creates
another larger ripple…until finally it disappears.

Welcome to the world of selling!

Contrary to popular belief – it’s not just the big things you do
that create interest. Sure we get attention when we get a new
customer or project – but the ripple effect doesn’t stop there.
In order to attract customers we need to be doing 3 activities
on a consistent basis. 

KNOW THE ROCK YOU ARE DROPPING 

Guess what? You have to know who your perfect customer is. If
you don’t – your company will attract a hodge-podge of
customers, a few drips or none at all. Clarity is critical in
developing a consistent stream of sales. 

Which target audience bests suits your product? Where are they
located? What motivates them to choose your product? Why should
they choose you instead of your competitor?

SKIPPING STONES DON’T WORK

Skipping stones may go the distance but they have very little
impact. I am much better at dropping rocks – plus I won’t break
a fingernail! In order for you to create a ripple effect for
your business – you have to be continually dropping rocks.

Take a tip from the advertising world – top of mind awareness is
always their goal. How do you achieve this? By constantly
ensuring you are in front of your potential perfect customer.
You also don’t need a big budget to do this!

Attend association meetings your perfect customers would join.
Have marketing materials that create the WOW factor. Absolutely
DO NOT – I repeat – DO NOT CREATE A BUSINESS CARD ON YOUR
COMPUTER. Homemade business cards are not rocks – they are
little pebbles – and they don’t make a positive impact on your
future or existing customer.

NEVER LOSE SIGHT OF THE RIPPLES

Referrals are one of the ripples you want to see in your
business. This only happens by treating ALL of your customers
with care and attention – ALL the time! One ripple method is
using thank-you cards. If someone gives you a lead, helpful
information, or buys from you – you MUST send them a thank-you
card within 7 days. The faster the better. Handwritten and not
just with your signature. Show appreciation to customers and to
those who help you! It creates ripple effects beyond your
wildest imagination!

Copyright© 2005