1. Double Your Business in ONE YEAR
Presented by Kathy Paauw
My story
Our Products (video: 0-2 min, 5-6 min)
Send a card to Dave & Lori

2. ALARMING STATISTICS
The #1 reason a customer does not come back… they forgot about you.
95% of your happy customers will purchase from a competitor on an impulse.
For each month that you don’t communicate with your customers, you lose 10% of your influence.

3. Are you looking in the wrong place for clients?
HINT: They’re already in
YOUR back yard!

4. 67% of business today is driven by personal referral and word-of-mouth.
What are you doing to attract referrals?
What are you doing to maintain customer loyalty?
91% of customers say they would
give referrals, but 80% have
not been encouraged to do so.

5. HOW I DID IT…
Became more intentional about getting to know people as people.
Made them feel valued by expressing appreciation and remembering their birthday
Built a know-like-trust relationship
Increased my top-of-mind awareness so I am REMEMBERED.

6. “People don’t care how much you know
until they know how much you care.”
The better you are at MASTERING RELATIONSHIPS, the better you will be at thriving in your personal and business life.
Why? People can research anything online they want to gain knowledge about.
Differentiate yourself by showing people how much you care.

7. 3 Core Principles of Relationship Marketing
3 Core Principles of Relationship Marketing
Reach out in the spirit of building relationships first (80% of the time) and marketing second (20% of the time).
Build a personal brand with friendship, celebration and service.
Master the bridge between high-tech and personal touch.

8. Get the address and birthday of people you meet so you can keep in touch and stay top-of-mind!
Visit my book website for more tips!

9. How are you staying TOP-OF-MIND?
“It doesn’t matter how much someone knows, likes and trusts you if they don’t REMEMBER you when they’re ready to make a buying decision.”
- Kathy Paauw
How are you staying
TOP-OF-MIND?

10. NETWORKING

11. The most powerful marketing of all...
"People will forget what you said, people will forget what you did,
but people will never forget 
how you made them feel." -Maya Angelou
Be remembered as someone who
makes others fee VALUED!

12. “Make your people feel important.” Mary Kay Ash’s key to success:
Mary Kay Cosmetics ($1.2 billion empire)
She taught her sales reps to
send three handwritten
thank you notes every night
before bed.

13. Tom Hopkins Thank you Note Habit
Within 5 years he went from making less than $50 a month in Real Estate to building an ANNUAL sales volume of over $14 million
SECRET WEAPON: 10 hand-written thank you cards every single day
99% of his business by referral within 3 years

14. Tom Hopkins: Thank You Note Habit
Thank you for talking with me on the telephone.
Thank you for meeting with me.
Thank you for your business.
Thank you for your kind referral.
Thank you for the excellent service you have provided for me.
Thank you for taking your time to consider letting me serve you (after first refusal).
Thank you for taking your time to analyze my services (after they bought from someone else).
Thank you for using our service/product (sent at one year anniversary).

15. Joe Girard was born during the depression in one of the most deplorable ghettos in Detroit.
How successful did Joe become?
The Guinness Book of World Records: "World's Greatest Retail Salesman" for 12 consecutive years.
Sold an average of 6 cars everyday.
Sold 13,001 cars during his selling career… all at retail.
What was his secret?
He built and maintained relationships. Joe sent 13 cards to each of his prospects and clients every year. He created top-of-mind awareness by keeping in touch with them.

16. What kinds of cards did Joe send?*
Thank you notes
Cards of encouragement
Cards of congratulations (wedding, baby, job promotion)
Birthday cards
Holiday cards (Season’s Greetings, Valentines, etc.)
Helpful news and information
Small gifts to his best customers and referral partners
*An automated system was not available at the time,
so Joe hired three full-time employees to buy his
cards and handwrite messages for him.

17. Two Case Studies:
Las Vegas cocktail waitress
Friend applying for a job at Amazon

18. Send a Personalized Greeting Card
Opportunities to be remembered as
someone who makes others feel valued:
Express gratitude
Birthday
Anniversary (annual renewal, major purchase)
Congratulations (baby, engagement, wedding, retirement)
Recognition (promotions, awards, graduation, etc.)
Thank you (business, referral, gift, hosted meal)
Sympathy
Apology
Holidays (Thanksgiving, Valentine’s Day, etc.)
DO NOT MIX THESE WITH MARKETING!
(no business cards)

19. convenient and affordable
How many cards would you
LIKE to send
each month to family and friends…
if you had a
convenient and affordable
way to do so?

20. To stay top-of-mind and be set apart from your competition?
How many cards do you
NEED to send
each day or each month…
To stay top-of-mind and be set apart from your competition?

21. Do you say to yourself,
“I can’t afford it!” ?

22. You can’t afford
NOT to!
Lillian Reed
My former accountant

23. Customer
Retention
The cost of acquiring a new customer is 4-30 times more than the cost of keeping an existing one (depending on the industry or market sector your customers are in).
5% improvement in customer retention equals 25%-85% improvement in profitability.
62% of your customers are not taking advantage of all of the products or services you offer.

24. PERCEIVED INDIFFERENCE
The #1 reason customers leave to do business with someone else:
PERCEIVED INDIFFERENCE
(68% of customer defection is because they think you do not care!)
Become a CHAMPION
thank-you note sender!
"Who does not thank for little will not thank for much." ~Estonian Proverb

25. CASE STUDY: Window Washer
Did a great job – I know, like and trust him!
Offers other services I could use – roof & gutter cleaning, walkway/driveway pressure washing
Had more work than he could handle by himself, and wanted to attract more business so he could afford to hire more help.
I have not heard from him since May, 2009.
For each month you don’t make contact,
you lose 10% of your influence.

26. CASE STUDY: Window Washer
OOPS!
How will I remember his name and how to contact him?
Will he get my repeat business/referrals?
It costs a lot more to acquire a new customer
than it does to retain an existing one.
What are YOU doing to be remembered by YOUR
customers, prospects and referral partners?

27. CASE STUDY: Window Washer
Idea: Send four customized and personalized stay-in-touch cards a year, using automated campaign feature.
Cost: $5.76 (including postage) and a little time to set it up and click “send” ONCE.
ROI: Service visits yield $200-$500; ROI well worth $5.76 to keep me as a customer and attract referrals, too!
IDEA: Each quarter the customer receives a valuable tip that is relevant to household maintenance needed for that time of year. Example:
Spring card: “Here’s my recipe for the cleaning solution I use for streak-free windows. If you find that you don’t have time to clean the windows yourself, I’d be delighted to assist you. Just give me a call.”

28. Did you know?
Each person in your network can connect you to 250 people... that equates to 25,000 potential connections!
A well maintained network of only 100 people can lead to millions of dollars in business over time.
Make a list of your top 100 clients and differentiate yourself from your competition by following a simple inexpensive plan that takes less than 5 minutes per day.

30. NOT an
E-Card,
but a
REAL card!
High Tech,
High Touch!
Create and send a real paper greeting card on the Internet without leaving your office.
Send a card campaign (same card or series of cards personalized to multiple recipients) with one click of a mouse.
Send completely customized cards with your own graphics, handwriting, signature and personal message.
Cards are less than $1.
SendOutCards does the labor -- they print, address, stuff, stamp and take to the post office for you. I sent my holiday card campaign to 826 people with a single mouse click.
Include gifts and gift cards with your greeting card.

31. Why multiple contacts? The average prospect
will not do business with you until they have seen or heard from you at least 7 times.

32. Campaign: Great to meet you

33. Campaign: Tangled Whale
(encouragement)

34. Campaign: Making a Difference
(appreciation)

35. Campaign: Christmas Card
Sent to 826 people with a single mouse click!

37. What you send out comes back!
Law of Attraction
What you send out comes back!
QUARTERLY POSTCARD
$0.31 postcard
$0.34 stamp
$0.65 x 4 = $2.60 per person/yr.
QUARTERLY GREETING CARD
$1.17 card
$0.49 stamp
$1.66 x 4 = $6.64 per person/yr.
What would that kind of TOP-OF-MIND AWARENESS be worth to you?

38. Interested in getting a Customer account or generating Passive Income and paying distributor prices for your cards & gifts?
Be a part of creating a Revolution of Kindness:
Send a free card on me!
Ask me about how you can get paid to share it with others and save money
(or get back with the person who invited you to this webinar)