Having multiple leads is an important factor in building a viable customer base. Shown here are groups of 52 various lead sources for a company. Once leads are attained, they can be converted into customers is to position your business as a complete solution to their problems. is a very important concept because the memory of the most recent transaction is still fresh in your customer's mind. This works best with commercial and not-forprofit accounts. Recency is a powerful force when it comes to referrals. When your work is fresh in the customers' memories, they're much more likely to refer you than someone else if they are asked, "Do you know anyone who does T-shirts?" 50 Impressions | March 2014 If it has been months since your last order, the customer may have forgotten where they got their shirts. This is especially true when volunteers are involved or if this was the first order the customer did with you. THE RIGHT OFFER The real secret to converting potential leads into customers is to position your business as a complete solution to their problems. Understanding all the problems customers face is the key. Businesses that are positioned as complete solutions get the work most often, and at higher selling prices. Too often, the solution being offered is one dimensional - a single offering point. It will pay great dividends to think deeper on your customers' wants and needs. More often than not, they really don't know and it's up to us to provide complete solutions for them. You may be thinking to yourself, "We impressionsmag.comhttp://www.impressionsmag.com