There's nothing better than selling prospects, but it doesn't hurt to include their spouses or significant others in your sales efforts. In fact, a significant other may become the key motivator to get your prospect to become your customer. After all, it's always helpful to have more influence with your prospects.
Start now to build a database of your prospects' and customers' partners, family names, and home addresses. In the days and years to come, this list will be as valuable as any you will ever have.
When a major distributor was planning his sales conference at the Opryland Hotel in Nashville, TN, he decided to invite his prospects' significant others. His company had worked hard to build a database with all their names. He sent a special message to their homes offering an all-expenses-paid weekend at the conference, complete with hors d'oeuvres, good food, a touch of business, and some classy entertainment. Throw in a really deluxe room, a bottle of wine, a gift card to pay for incidentals, and some free time to enjoy Opryland, and the entire event became a huge success. It's even conceivable that some of the spouses and significant others may have been more sold on the company than the original prospects were! Regardless, the event paid off in a big way, and the major distributor earned some major new customers.
TAKEAWAY
You can never have too much influence with
prospects or customers, so use whatever means are
available to convince them to join your business.
You can often use spouses or partners to give that
extra effort to push your prospects over the edge
and convince them to become your customers.