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Repeat sales are a continuation of the Sales Conversion Process ... only more so.

Once someone has booked an advert with you, they should receive a communication from you once a fortnight -- forever! Until the day they die.

That's 26 communications a year ... every year.

The communication doesn't always have to be long, just a card (like a birthday card, or a well-wishing card) or a quick fax (with some news about advertising in general, or specific to you).

But sometimes it should be meaty. Every so often you send them a 26 page report, or a newsletter.

Why?

Because clients advertise when they want to, not when you want them to.

So you need to be near the front of their minds at all times. When they think of advertising or marketing -- they think of you.

You want them to have a folder in their desk just for you. Filled with 'stuff' you've sent them.

Helpful, interesting, tantalising stuff.

BUT

1. You don't want to bore them, harrass them or annoy them
2. You haven't got the time to stay in touch with several hundred clients every fortnight.

Let this toolkit do the heavy lifting for you.

Picture, for a moment, a successful family doctor. He's busy every day. He always has a waiting room of patients to see.

How does that work? The doc can't ring round his list and say to a couple of people: 'Listen, it's a bit slow round here today. Could you get sick please ...'

No. What happens is that the doctor has a large list of patients and some of them are sick every day. So he's busy. But he never knows which ones are going to be sick today.

But whenever one of his patients is sick ... they immediately call him. Not some other doctor. Not the dentist. Not the hospital. Him.

Isn't the situation that you are trying to create? When business is a bit slow for one of your clients, and they need some new customers ... they should immediately think of you!

And that ain't gonna happen just because you sell for a great publication

Is it?

Your client will think of other publications, other media, other ways of spending their marketing dollars to bring in the crowds -- won't they?

Unless you are always near the front of their mind .... and they see you as their very own expert on bringing in customers.

So you need a tool for keeping in touch, without being a nuisance.

Use these faxes, cards, reports, jokes, posters, articles and other ideas to amuse your clients, to intrigue them, to inform them and above all .... to keep them wanting to hear from you.

Use the products in this toolkit to make certain that no one ever forgets you. With 52 different communications, you have a full two years worth of messages to send -- in a variety of formats.

Mix up the ways you send them, and keep a track on each of your client records of 'who gets what'.

After a while, you'll have a list of clients (just like the doctor) some of whom are in pain -- today.

They need some new customers -- today. You'll never know which ones will need curing today, but you'll always have someone calling you and begging you to let them advertise.

How much fun will that be?

Use this tool to make it happen.