There’s an extremely powerful strategy to grow your business called the foot-in-the-door (FITD) strategy. FITD plays on psychology to get to the sale. This strategy works well because it gets past the prospect’s natural resistance to being sold.
Some self-appointed experts proclaim there’s a vast difference between the brave new digital world and more traditional media like print. Although there are obvious differences in the way messages are delivered, fundamentally there are more similarities than it may seem.
No business starts with the mission of becoming run of the mill and ordinary. But somewhere along the way, after the excitement wears off and the daily routines take over, some businesses seem to lose their way.
It’s no secret that one of the best ways to grow a business is through strong referrals. Whether these referrals come to you through a system you have in place or because of the solid reputation your business has built over the years, each referral is a precious gift. You have one chance to turn this opportunity into a client who will in turn refer others to your business.
"To win in the marketplace you must first win in the workplace." – Doug Conant, CEO of Campbell’s Soup
Referrals are one of the best ways for growing a small business, yet most companies have no formal process in place to make sure this great source for quality leads continues.
Your target audience is being bombarded by sales and marketing messages every day. Some estimates state that a person is exposed to more than 3,500 messages on average every single day! No wonder we develop strategies to filter out the hype and all the noise so we can get our work done. Otherwise our days would be consumed with sales presentations and various pitches to buy something.
The answer is simple: They’re everywhere. And it’s up to you to find them.
In his biography of Bill Russell, author Murry R. Nelson writes about the NBA legend’s athletic struggles in high school and about one teacher/coach who helped to bring out the best in the young man others had overlooked and taken for granted.
Even if you’ve already heard these statistics before or intuitively know them to be true based on your own experience, it may still be a bit startling to see them here again: