10 prospecting strategies that work

There are many websites that offer PPC advertising. Probably the most recognizable to the average surfer is Google Adwords or Facebook ads. Keep in mind it usually takes some testing (and money) to find winning campaigns. 

Incentive Marketing

Incentive Marketing are simply products (or even services) that you give away to your target market in exchange for their name, email address and sometimes other information, often through the use of squeeze pages. Something the average person in your target audience would be interested in obtaining, discount cards, prescription cards, white pages, etc.

Walk & Talk

Smiling and dialing not walking and talking Whether you sell belly-to-belly or on-line you will use one of these methods. It’s nice to hear people say build your business on referrals and that’s good for those who have a book of business however if  you are just starting out you will have to contact people who don’t know you yet and you don’t know. That’s the price of learning to be a professional, it won’t cause a dreaded disease and you will actually become a better professional as result, so do the walk-and-talk in between appointments from leads or us smile and dial process by spending all day Monday setting making calls until you get 15 appointments for the week.

Exhibits and Exhibitions

I learned this method when working in the mid-west, set up an exhibit or exhibition where the largest group of your target market gather together. It will allow you to get in front of a lot of your potential customers in a short period of time.

Direct Mail Advertising

Every market can be reached by direct mail, the key is your list and working with an experienced vendor, one who can tell you the response rate by marketing piece and zip code. Moreover when you use zip codes they should know the response rate by routing number – 50208 (zip code, tells you what city in what state), 0649 (the extra 4 digits tell you the neighborhood in that city in that state), experienced direct mail vendors have this down cold!

Email Marketing

I have producers who ask me all the time if seniors use email or buy online. Congress made the internet public domain in the 1980’s, the internet became affordable and the personal computer became affordable in the early 1990’2 so someone retiring this year has been using email for some 25 years or so. Now email marketing is an art, one that should be used with a vendor that specializes in it, who knows the look, open and click through rate as well as what type of email marketing works in different industries. I like email drip marketing to promote a brand with links to squeeze pages to introduce concepts via short vignette videos which then capture the consumer’s contact information to allow continued value added communication.