Hi!
Day 4 of my “Premium Week”.
Don’t forget the FREE webinar on understanding buyers in uncertain times.
April 1st, 2025 at 1 PM Eastern!
Today, we are going to touch on prospecting.
I don’t have a link to an article I wrote a few years back for the ALSD, but I covered things like a series of sprints that the Marlins used to target specific buyer segments.
The key idea:
- Choose a target market such as small law firms, doctors, etc.
- Have a launch scenario such as a mailing, a meeting, a call, etc.
- Push everything towards a closing party at the end of the week, maybe two weeks.
- Throw a party and close sales.
The program made sales jump over 300%.
Since I don’t have an article to link to today…let me see if I can give you some action steps:
- List 1-2 target segments you are targeting.
- Come up with some interesting ways that you can open the relationship. Let’s see what we can do beyond cold calls or cold emails.
- Put together a follow up sequence. Maybe you start with a note, a card, or whatever you use to start. Map out a couple of other touchpoints you can make over the next two weeks.
- Plan your closing event.
The keys:
- Keep your list tight. Don’t try to go for volume the first time around. Go for something like 20.
- Be creative. Especially now.
- Follow up.
- Have an offer in mind for your closing event.
- Remember, “Next Logical Step”. Each time you take an action, keep in mind what should logically come next.
Want some help with this?
Hit reply and ask away.