Stop Chasing That New Business Lead --Attract The Best Prospects To You
Although one of the most common prospecting approaches, chasing the next new business lead is the least effective and most inefficient approach to generating new business.A more effective and less costly approach is to attract the best prospects to you.
Connecting With Strangers
The primary purpose of this approach is to identify prospects that you can convert to clients.
At the very least, this approach makes it possible to connect with strangers.
At the very most, a very tiny percentage of these connections result in a new business lead.
This approach can be much like looking for a few needles in a very large haystack.
Other approaches to connecting with strangers include advertising, including media advertising, flyers and direct mail.
For the most part, this approach is like throwing a handful of change from the top of a building, hoping that some of the coins will land in a small container on the ground.
Instead of connecting with strangers for the purpose of finding that elusive new business lead, a better approach is to connect with strangers for the purpose of attracting interested and qualified prospects to you.
For the purpose of attracting interested and qualified prospects , the best ways to connect with strangers are:
- showcasing your best
- Internet marketing
- advertising
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'Show & Tell Marketing' Showcases Your Best
'Show & Tell' marketing allows you to demonstrate your competence and tell prospects how you can help them as clients.
This approach is the equivalent of no-cost, no-obligation free trials of consumer products...or test driving motor vehicles.
Comparable activities could include
- open houses in your office or place of business
- participation in trade shows
- free initial consultations
- conduct seminars and demonstrations about your services
- formal presentations and writing for publication
With this approach, you do not search for a new business lead in order to promote your services to him or her.
Insread, you offer interested prospects a compelling reason to contact you...to learn more abut how you can help them.
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Internet Marketing
The interactive nature of the Internet makes it an ideal vehicle for connecting and interacting with strangers.Once again, Internet marketing is a more effective approach than simply chasing a new business lead.
With the addition of Web 2.0 tools, enable individual visitors can connect and interact with each other.
Internet marketing is relatively inexpensive.
Through the Internet, you can reach a wide audience for a small fraction of what it would cost for traditional advertising.
Realistically, there are two reasons for developing and maintaining your own website as a real estate marketing vehicle.
- Most prospective clients start their research online. Without an online presence, you are missing up to 80% of prospects looking for the kind of goods and services that you provide.
- Most of your competitors have an online presence Without an online presence, you are losing business to your competitors...by default.
If you haven't already done so, ensure that you are listed in the Find a REALTOR® section of Realtor.com.
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Informational Advertising
The
purpose of this
approach to advertising is to provide information about ho wyou help
clients, such as your personal brand and brand promise. Provided the information is accurate and presented appropriately, advertising of this nature can effectively attract prospective clients.
Prospective clients who are interested in your product or service may contact you for more information.
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To Learn More
Social media represent one of today's best sources of new leads.Like all marketing activities, using social media to generate new leads requires thorough planning and careful implementation.
This video will help you plan and implement your social media marketing plan.
For help with generating leads through more traditional marketing approaches, see Chapter Eight of How To Achieve Better Marketing Results Sooner.
This chapter will help you develop your own follow-up system.
If you would like some help in developing strategies to attract the best prospects, I would be happy to coach you through the process.
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