Let's cut to the chase, our number one focus as salesmen & saleswomen needs to be prospecting, lead generation, and creating a sustainable sales funnel.
Some of us call, network, mail, advertise, and do a lot more.
Here is a good strategy to use, that is succesful - like many other methods. I'm currently doing this among other methods. Quick and simple, if you want to know more, ask.
Local Business & Prospecting Strategy
Prospecting Targets - New Business Owners
Data Location - Local county or city newspaper/journal/magazine, new DBA listings.
This is something easy and simple that not enough people are doing.... Credit Card Processors are doing it with overkill......Does everyone remember (here in the US) when you registered your business, locally? By law you must register your DBA or business name locally and pay to have this registration published locally.... Usually in a newspaper or monthly peridocal.
The best part about the info is the Name of Business, Location, Phone Number, and OWNER NAME!
You will find all types of businesses, some start up home based businesses, new local restaraunts, etc.
The point is, it's an inexpensive way to get the info you need on the new businesses in your area. Most ready to BUY because they need to anyway.
*Recently I mailed 125 New Business Mailers, hand written envelop, printed logo. Mailer has headers like "Thinking about getting a website, doing social media, or buying local ads?" Contact Me today - We have special rates for new business owners and discounts on local ads.
*The mailer first, call 2nd helps increases your success ratios. The mailer sets up the idea - addresses the issues right away - now they know - they see it.... Hmm?? Maybe they even thought about it? Make yourself stand out as a leader in your industry at a local level, a nice professional mailer is essential. Hand written signature and hand written address are a must.
*The call.... Which has to be the RIGHT call, will help solidify that mailer and those first thoughts the owner had - Interested or Not? (notice I didn't say buy or not)
Not a high volume to get great measurable results if looking to split test offers, mailers, and call script.
These calls and mailers should be your "good stuff". They are hot and ready to NOT be sold, but to be succesful. The services you offer will make them succesful.
You call them, congratulate their business launch, offer your services because you are "already working with succesfull businesses in the area..... Your local.... You are a small business owner as well..... You are here to help".... Get em' talking.
Lawyers won't even give them 15 minutes of their time.... BE DIFFERENT!!! Help them, to help you.
Offer a short list of products and services..... Gauge their interest (If you are good on the phone, you will realize real quick if they are interested in anything)
But the primary reason for the call is say congratulations and offer to answer any questions they have about websites, online ads, whatever you offer. Be a resource for this new business owner and ALL SALES WILL BE YOURS.
The goal is sales and positioning. You want them to view you as a local leader. Withen a few months you will have spoken to TONS of local business owners, get their early concerns, get feedback, so you can optimize and improve your first offering and pitch.
I hope this helps your prospecting!
Do you use this? What would you do different?