December 2011

Have you ever noticed that it’s easier to get people to agree to do something if you mention the idea well ahead of time?

Let me clarify what I mean: you’re looking at taking the kids to your parents place on the weekend so on Tuesday the week before you mention it. You then bring it up again on Thursday. By the time Friday or Saturday roles around, they have the idea firmly planted in their minds that “we’re going to grandma’s on Saturday” plain and simple.

I call this “planting the seed”. It’s a concept that works with kids, with friends, family and last but not least it will work with your customers, prospects and staff as well.

It’s often much, much easier to ask for the sale or take the next step in the sales process (aka relationship) with someone if you’ve been prepping them and planting the idea to do so well ahead of time.

A small percentage of people at any given time will be buying from you. A slightly larger percentage of people will be warming up to the idea and approaching the buying stage. But a much, much larger percentage of your prospects, and even your current customers, will be in that group of people who will buy from you at some point, if only you stay in touch with them long enough.

You need to be “planting seeds” with these groups on an ongoing basis. It’s not just about follow up, but following up with a purpose.

The concept of planting seeds is one that can be used via social media platforms like twitter and facebook or via your blog, and definitely applies to your email list and can even be used in direct mail by use of three part direct  mail sequences. The important point to grasp is that ideas take time to germinate in people’s minds.

Whatever business you are in, whatever lists you own or have access to, what seeds could you be sowing  that will at some point benefit you and your business?

Give it some thought and then take action by putting relevant ideas in front of those you want to do business. And don’t forget to harvest when the time is right!

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