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No matter what business you’re in, you need two things: A loyal customer base and a steady stream of new prospects.

To start you’ll want to create a “warm” market list of everyone you think might be interested in your products or services. Then, narrow the list down to those “most likely” to purchase from you immediately.

Once you’ve established this “most likely” list host an event, whether in-store or not, that will afford you the opportunity to introduce your business to them. Do not sell them anything at this point. This event is about creating awareness and setting up follow-up appointments. During the follow-ups keep narrowing down your list to the most interested potential customers. Let each follow-up be friendly and pressure-free. By asking questions and showing people how your products or services can help meet their needs or solve their problems, you’ll often find that even if the person isn’t interested for themselves, they may refer other potential customers to you.

As you build a strong list of loyal new customers, be sure to use social media to interact with your “warm” market list and continue building those relationships. Keep meeting prospects for coffee or breakfast to ensure awareness of your business stays fresh in their mind.

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