Gratitude as a means of leverage

What is leverage?

"In order to understand the power of leverage, imagine a 200-pound boulder you need to move out of the way. You push up against it, shoulder it, throw all your weight against it, and if you happen to be big and strong enough, it might give just a little."

"Now image you have a long plank - a lever - that you can stick underneath the boulder. You push down on the end and the boulder rolls over with ease". (Frank Rumbauskas, Cold Calling is a waste of time: Sales Success in the information age, p53).

A sales person can't physically be in more than one place at a time, but there are virtual ways to be in many places. In the case of a business owner it can mean you are working while your at the office or not.

As I've talked about in the earlier post every salesman needs a website by educating a prospect you are earning their gratitude by appearing not to sell them and letting them find you.

Then by using gratitude as the oil that keeps your mini-marketing system turning, you can keep your prospect involved all the way to the sale and beyond to the begining of a mutually benefical relationship.

One that provides you with leads and word of mouth referrals. Which as I discussed earlier is one of the most powerful ways to attract business.

Proving you are grateful for enquiries, business, and referrals helps you maintain your Customer Relationship Management (CRM) system. This means that can keep hold of your customers, thereby saving you money. As I am sure you have heard before it is more than five times harder to get a new customer than to keep an existing one. This means that by using gratitude you can compound the effect of your marketing activities.

So in short by having a website that educates rather than just sells you attract customers and keep them in a way that generates word of mouth referrals and saves you money.

For more information on how the power of leverage I would recommend you look at the following blogs and sites.

The Renegade Blog http://dunraven.therenegadeblog.com
Frank Rumbaskas at www.NeverColdCall.Com
Darren Hardy at www.darrenhardysuccess.com

Thank you taking the time to read this, and I look forward to reading your comments.