Two Ways to Make Direct Contact Easier

Two Ways to Make Direct Contact Easier

When thinking about the best way to get new business, it’s often good to remember that contacting a prospect directly can be the most effective tactic. However, this can sometimes seem too scary: the thought of picking up the phone, or meeting someone for coffee, or even sending an email can send a wave of fear through your business heart.
Here are some common fears you might experience when considering reaching out to someone directly:

  • They’ll think I’m bothering them.
  • I don’t know what to say.
  • I’m not a good salesperson.
  • I’m an introvert.
  • I’m not good with words.
  • They won’t remember me.
  • I’m not sure how to make an offer.
Marketing or Selling: Which Is More Important?

Marketing or Selling: Which Is More Important?

A question I often get from clients and students goes something like this: “I’ve been collecting marketing ideas… and I have a drawer full! I also have a stack of promising leads I’ve accumulated. And I know it’s important to stay visible, so I keep marketing, but then I just end up with more names in the stack. How do I prioritize all this?”

If you’ve ever wondered something similar, you may have lost sight of a very important truth — the way to win the business game is not to collect the most leads; it’s to make the most sales.

Need More Referrals? Partner Up!

Need More Referrals? Partner Up!

Have you ever considered that prospective clients who are referred to you are much more likely to hire you than those who come to you in any other way? The endorsement of a referral carries so much weight that referred prospects ask fewer questions about your qualifications, are less likely to shop for the lowest price, and typically make their buying decisions much more quickly. In fact, they are often pre-sold when they contact you.

With the value of referred prospects being so high, it makes sense for generating more referrals to be an essential component of your marketing. But many professionals limit their ability to gain referrals by concentrating all their efforts on current and past clients.

Are You Doing the Right Stuff to Market Your Business?

Are You Doing the Right Stuff to Market Your Business?

I frequently tell my clients and students that the real secret to getting clients is choosing a set of simple, effective marketing activities, and engaging in them consistently. “Okay,” folks often reply, “but how do I know that I’ve chosen the right marketing activities?” Here’s what you need to explore.

What Kind of Marketing Is Best?

The best marketing methods — the ones that really belong on your list of things to do every day or every week — are the ones that put you into direct contact with your target market. You speak with prospective clients in person, you talk to them on the phone, you write personal, not mass produced, letters or emails. You network; you build referral relationships; you speak in public.

Am I Doing Something Wrong?

Am I Doing Something Wrong?

My clients often ask me to help figure out what’s wrong with their marketing. The first question I ask is how much marketing they’ve been doing, since many failures have more to do with quantity than quality. But assuming you’ve been sufficiently active at promoting yourself, here are some other ways in which your marketing might need fixing.

There are three areas you should examine — the package of services you are offering, your marketing strategies, and your sales methods. In order to market and sell effectively, your package of services should meet the following requirements:

Do You Know Who Your Ideal Client Is?

Do You Know Who Your Ideal Client Is?

When I started my business, “everyone” told me I needed to know who my ideal client was. The pressure of figuring out the answer was intimidating; in those early days, my ideal client was anyone who had a pulse and would pay me. Needless to say, that turned out not to be a great answer.

Do you know who your ideal client is-that perfect person or entity you enjoy doing business with? Below are some questions to help you sort out who that is, and why it matters. Knowing the answer to these questions will help your business be more successful and help you sleep better at night, both desirable goals. Let’s dive in.

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