Rev Up Your Small Business Marketing Plan With These Business Prospecting Ideas That Will Attract The Right Clients To You In A Ethical and Rewarding Way!
If you have a business that's running short on leads, you're probably looking at your options for business prospecting and trying to decide what the best way is to come up with some new folks to talk to, who might be interested in working with you.
Business prospecting can be costly in terms of time and/or money, so it pays to consider your options wisely and create a plan that will be truly effective.
Here are some things to consider.
Business Prospecting Tips
1) Choose A Niche. One of the biggest things you can do to improve your results in business prospecting is market to a specific niche. The only challenge is figuring out how to identify clients who will fit in that niche. A great place to start is with list brokers, public records, or places like publishing houses. For example, if you were selling Emergency Preparation Kits, wouldn't you like to have a list of prospects who had recently bought books or magazines about emergency preparation, were members of a Survivalist group, or who had recently been affected by an emergency of some kind? Absolutely! These would all be great targeted prospects. If you can find a way to create a niche to "farm" for leads, that's a big step toward your goal.
2) Tailor Your Message To Your Audience. Once you know who you'll be targeting with your phone calls or mailings, make sure your message will hit home with them. Instead of saying something generic like, "This is Bob from Acme Emergency Kits, and we're running a sale on our disaster preparation course..." you could say something like, "Mr. Smith, I am calling because I believe that you, as a member of the Wilderness Training Institute have a special aptitude for being the one in your family or neighborhood who is always going to be prepared in case of an emergency. However, we have found that even with all your training, the members of your club tend to lack 3 important items in their emergency preparation kits." Let your prospect know why you are contacting them and why they in particular would be in need of more information or services from your company.
3) Repeat The Message. Studies show it takes up to 7 exposures on average for a client to decide to do business with a company. Don't give up if they don't buy on the first attempt at contacting them. Make sure you are known as the person who is an expert in your field, friendly and knowledgeable and in touch on a regular basis. That way, as your client gently becomes more aware of and open to the idea of doing business with your company, you can gently guide him down the path toward making a sale.
4) Value the relationship ahead of the sale. No one likes to feel sold or pushed. If you are persistent, yet respectful, you are more likely to get repeat business and referrals from your clients.
Whether you do your business prospecting over the phone or by mail or even online, these important elements will come into play again and again.
Take a moment to examine your current prospecting practices to see where they can be improved, and then - once your current systems are optimized - look for areas you can expand your business prospecting for a broader exposure to the marketplace.