The biggest myth about developing an on-line list of
prospects is that you have to gather names on-line.
Not so.
One of the best ways to gather contact information from
prospects is off-line, especially in person.
And, it is easy to do.
First develop a good "ethical bribe," a valuable gift in
exchange for an interested new prospect giving you his/her
contact information.
This "ethical bribe" can be written:
-- an 8-15 page special report about an important issue or
concern in your field,
-- a recording of a presentation or interview you've done,
or even
-- a list of resources you've found helpful for achieving
your own success in your niche.
Go with your strengths in making this quid pro quo: if you
are a great writer, write. A great speaker, record an
audio. Don't make it hard on yourself.
Whatever you offer, be sure to make your offer to your
newly-met potential prospect focus on the benefits they'll
receive from your information. Not some version of "you get
a free mp3 of my latest speech.
Not only is that a big "so what-who cares," but it often
elicits a reaction of "I've got to listen to her drone on
to get to the good stuff?"
Focus on what you said in the presentation/special report
that will make a difference for your potential prospect.
Talk about the benefits they will realize from the gift you
are giving.
Perhaps some version of "you'll hear 3 great ways of
getting people to return your phone calls when you leave a
voice mail."
Or, "you'll see how to save an hour a week of admin time by
using a simple database. Of course there's a template
included."
Now that you have a good gift, and a way of talking about
it, you'll need to explain why you need the prospect's
contact information.
Simply say you will be emailing them the link to download
the gift you have promised. Of course they'll need to
confirm they are really the one that requested it with your
double opt-in on-line delivery process, which saves all of
us from getting lots of spam.
Be sure to mention that you'll be keeping them up to date
on issues and ideas that they need to know about your focus
of business.
Then deliver the goods you promised. Quickly. Don't let
days go by before they get what you promised.
Keeping in touch with prospects is one of the most powerful
and least used One-Person Business marketing tool. As you
grow your list off-line, be sure to keep in touch on-line
with the prospects on your list.
Remember, most sales are made after the fifth to eighth
contact...not from the first through fourth. As the very
successful professional speaker Patricia Fripp says, "It is
not your prospect's job to remember you, but your job to
make sure they don't forget you."
I use the on-line marketing function at
www.FullCashDrawer.com to gather contact information and
keep in touch with prospects on a regular basis. This
program allows me to preload a series of messages to
prospective contacts, keep them in my database of
prospects, and broadcast messages that are time dependent.
All for a very affordable price!
Life will, of course, intervene! You'll get sick. Your dog
will eat your notes. Your kids will have a crisis. All of
us qualify for life interrupted.
If (or rather, when) this happens to you, pick yourself up
and go at it again.
And, be sure to preload messages so everyone will get
something from you on a regular basis.
----------------------------------------------------
Need to get your small business more strategic, organized,
automated? Click here => http://www.1PersonBusiness.com for
Pat Wiklund's complimentary introductory course on How to
Run a One-Person Business Without It Running You.
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