Cheryl Baumgartner   Medical...
For many of us we have home-based businesses. It doesn't matter what that business is there are some truths you can't avoid. You must market, and you must follow up. In the past home based business was companies like Tupperware, Avon, Amway or Mary Kay. Now you can't begin to name all of the home based businesses out there. All of these companies reps succeeded because they marketed and they followed up.

Running a home based business in a way is like gardening. Both take an effort to grow. I've come to consider my business as my "garden". Results don't come overnight. Anyone who tells you it will is full of it as my mom used to say. So let me run you through the "business" garden.

1. Select your plot-Just as you want to make sure you've got good rich soil to plant in you want to make sure your business opportunity is good. So look at a few things before you join. Is it reputable? Is there a need for this product or service and does that product or service fill the need? Can you make money with the compensation plan? How's the timing for this business?

2. Tools-Just as you need tillers, shovels and hoe's to use in your garden you need tools for your business. Websites, brochures active links business cards etc are all necessary.

3. Seeds- You need leads. Many people start with the family and friends, however I prefer to get out among people and look for my leads there. Also networking groups are a good source both online and in person.

At this point you have everything you need to start your garden. As you meet people and get to know them they get to know you. Especially in a networking environment. The more they know and trust you the more apt they are to send business your way. Just remember this works both ways. You need to pass business back to them too. Every new contact is a potential seed. The problem with many people is they get this far and expect the garden to grow on it's own, it doesn't. You have to fertilize water and weed the garden to get anything of worth from it. This is where your follow up comes in.

The major thing with follow ups is not to pressure anyone into a sale. In my business it's a killer. Take the opportunity to "teach" them. Some will learn faster than others. They will reach a point where they realize you have something they need and you reap your harvest. Not only that, they will refer you. That's new seeds in your garden.

I make it a point not to sell my follow ups. I give them a call and ask how they are. A little small talk then I'll drop a tidbit that makes them think about my service. I do it in an off hand way. I'll normally say "Oh, by the way did you see the (paper) this morning?"
The usually answer is "Why?" I'll refer them to an article that shows a need for my service and I'm done. Not high pressure but it reinforces the need.

Of course you will have those super seeds that spring up immediately. These are the ones that are actively looking for what you have even though they don't know it yet. They will normally turn into an immediate sale. That's great but I still follow up with them and everyone else I've marketed to. I'

ll call in a week or two and ask them how the service is working for them and offer to answer questions or help them. If they are getting along great with it I'll suggest a way to use it they haven't thought of. I also make it a point to contact everyone on holidays etc. Since they know I consider them more than a sale they keep the product and give me referrals. Yes it is work but everything worthwhile in the world takes some work.
Oct 25th 2007 17:51