3 Steps To Never Having to Prospect Again

Prospecting…

As Business Owners, Sale Managers and Sales Executives we have all had to prospect at one time or another. It might be easy for you or like most it is an uphill struggle with ‘more important’ tasks taking preference in your day.

The thing is, without prospecting you don’t have leads to put in your sales funnel. Without enough quality sales leads you won’t reach your monthly sales targets. So prospecting should be one of your most important tasks. Even a daily task if necessary.

But…

Do you know you can create a 100% measurable ‘System‘ to attract a predictable, reliable stream of ideal customers?

Success at getting qualified clients, customers, or patients has a lot more to do with understanding the real secrets of direct-response marketing…and a lot less to do with chasing after prospects.

Whether you are just getting started in business or you’ve been in business for thirty years… believe me, there’s nothing better than only talking to prospects who have already “raised their hand” specifically to TALK TO YOU! People who are actually interested in what you are selling…actively looking for a solution that you provide.

To experience this kind of client attraction, the most important thing you can do for your business right now is to develop a reliable and predictable client, customer, or patient “Lead-Generation System.”

A successful Lead-Generation system should have the following components, several of which many (if not MOST) business’s overlook:

1. The ‘Perfect’ Customer. If you’re trying to attract ‘EVERYONE‘ with your product and/or service, you better be prepared to go head-to-head with BIG companies that have billions of rands to waste in their marketing efforts. Going after every possible person who could ever use your service or buy your product is a very stupid approach.  Instead, step back and think about, who will your product or service best serve right now, who are your favorite clients and where do they come from? How do they act?  What do they read?  How much do they earn?  What are their hobbies?  Getting a firm understanding of WHO this person is, WHERE to find them and WHAT it is they truly desire that only you can provide … and for the PRICE you want them to be able to pay… is a crucial first step to your lead-generation system.

2. The ‘Perfect’ Lead Generation Magnet. You need to give them a clear reason to contact you and get that reason in front of your “Perfect Customers”.  It should be something targeted, to narrow down your perfect customers from the general masses…this “Offer” is an incentive for response we call a Lead Generation Magnet.  Many times they are informational in nature, such as reports, how to guides, books, webinars, templates  or even gifts.  Obviously, the more desirable the magnet and its offer, the better the response you’ll get.  You generally want something that is directly linked to your business.  For instance, the Financial Planner offering a free report in exchange for a telephone call would be better served by a free report detailing “How to Pay Your Bond Off in 15 Years instead of 20 Without Making Any Additional Payments.”

3. WHY You?  Answer the following question, “Why should I do business with you rather than any other option including doing nothing?”  Your answer is your Unique Selling Proposition (USP) and your lead magnet should clarify the points/features/benefits that make you different from all the other ‘me too’ competitors in your market place.  This provides the motivation for your prospects/leads to respond to your call to action (Very important aspect to include in your magnet, strong Call to Action). Your USP should compel potential customers to act without hesitation, knowing that the solution they are looking for can only be found with your products & services.

So the key take away is this…Don’t rely on hope, networking, or manual prospecting to get new, paying customers. Create a lead-generation system that includes these key 3 core components to get them to identify themselves and ask YOU for help.

If you have found that attracting new customers is getting tougher, if you have to talk to a lot more people than ever before, or found that it’s been stressful getting consumers to open up their wallets or you just aren’t where you want to be…then we might have the solution for you.

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