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How to Acquire More Leads
The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually. Here's how they rated the following techniques: The easiest one to add is a newsletter. Start by buying one where you can print or email it to clients, and prospects. Then ask clients you've been sending it to for referrals. In the first issue to these referrals include a note that says "Bill Smith told me you'd find my newsletter useful". To maximize referrals work in a niche market. If you deal mainly with dentists, for example, they know other dentists to whom they can refer you as someone who specializes in advising dentists. Your seminars, speeches, newsletters, etc. can also target their needs. Successful prospecting is an ongoing regular process. It's the raw material, the ore, from which sales are made. So make prospecting your primary daily activity. Copyright 2005, Donald F. Pooley, Inc. Don Pooley has shared his marketing know-how with audiences in major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine, TIP. Subscribe at http://www.eTIP.ca/, or get free article downloads, and redistribution rights info at http://www.eTIP.ca/Downloads/Publish.html
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RELATED ARTICLES
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This piece meal approach is especially effective with customers who have limited budgets. Strategy 3: Upgradeability, especially second or third generation indicates to the customer that your company is continually improving on the product (i.e., responding to customer needs and investing in Research & Development). This is key; many customers want to be reassured that the product has not 'peaked in performance' and that you will be improving the product over time. Upgrades should be sold on average once a year. To many upgrades a year can be seen as 'product fixes' or another way of extracting further sales from a customer leading to 'buyer resentment'. Strategy 4: A major mistake made by many salespeople is not taking the time to show or prove to the customer how using your product will increase sales and effectiveness thereby leading to quick return on the buyer's Return On Investment (ROI). 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