Don’t have any tattoos. I don’t like tattoos, and I find the thought of tattoo needles frightening. Despite my personal aversion and opposition to tattoos, I would recommend a type of tattoo that I urge all entrepreneurs to embrace…brain tattoos!

Wouldn’t it be great if we could climb into the skulls of our targeted prospects and existing customers and leave our mark, our tattoo branded on their brains? Well we can, if not literally, than figuratively.

We know that customers buy when they’re ready to buy and, not when we’re ready to sell. Our job then is to figure out a way to get in their heads and stay at their top-of-mind until they’re ready to buy. Only then can we be assured that the customers will call us when they’re thinking of making a purchase. The way to get to and stay at top-of-mind is through continuous, respectful communications that, over time, leave impressions in the minds of your clients and prospects.

A university study suggests that in order to get to top-of-mind with your prospects, you have to “touch” them twelve times a year. That rules out emails which will be deleted without being opened, postcards that are too impersonal, bulk faxes which are illegal, personal visits which are too time-consuming and interruptive, or cold calls which no one wants to make or receive.

So, what’s the best way to stay in touch without offending prospective customers? The answer is a simple and powerful one-page letter that clearly states your difference, your benefits, and a strong statement explaining why they can trust you to deliver those benefits.

There’s an entrepreneurial lesson to be learned in the Mae West quotation, “Outta sight is outta mind and outta mind is outta money, honey.”

This entry was posted Saturday, September 4th, 2010 at 7:25 pm and is filed under Uncategorized. You can leave a response, or trackback from your own site.