The 1000 List And 90% Conversion!
A few weeks ago, I was on a telephone consultation with one of our subscribers and one of the suggestions I gave him was to create a list of the 1,000 individuals or businesses he would like as customers.
I hope all of you have read the life story of David Oglivy, because when he started in the advertising business, he made a list of the corporations he would most like to have as clients. In fact ,he called this list his Most Desirable Customers List. I don’t remember reading anywhere how many names were on Oglivy’s list, but it didn’t have to be extensive for him to succeed.
Unfortunately I never read what he did with this list he created.
In my suggestion to create the 1,000 list, I mentioned that when I was in the insurance business, I also created the 1,000 list. My secret was to be in communication with them at least twice a month, and at the very least once a month, with valuable information that would help them.
The information didn’t necessarily have to be in reference to their business. It could have been information that would help them lead a better life, a healthier life, or help them and their family to create wealth. I can go on and on with ideas, but these few should give you an idea of what you need to do.
I had created over 18 reports that I would mail out to them. Remember, back then it was regular mail. Today you can email your prospect the reports.
Another thing I did was that whenever I came across an article in a magazine or a newspaper, I would get permission to reprint it to mail to my list. I’d include a note such as, “Dear Jim, I came across this article and didn’t know if you saw it yet, so I decided to send a copy to you. I know it will help…(whatever the article was about.)
And by the way, whenever I converted someone from my 1,000 list to a customer, I immediately added another name to the list, so that I always had 1,000 names. Here’s the remarkable part…I had over a 90% conversion rate—90% of the people on my list became my customers over a five year period of time.
That means I was in front of them, if once a month, at least 50 to 60 times over the five year period of time. It doesn’t matter that it took me on average 9 months to get the majority of them to become my customer. What matters is that you can do the same thing. So begin today making your list of 1,000.
I know how much time it took me to create these reports, and some of you have asked me to create some way for you to access the ones I’ve already created, or to create additional ones. I’ll only do it if most of you send me an email and tell me that you need me to do it. I know how much time and effort it takes to write these reports, but the result is thousands of dollars in profit. So, send me that email.