How to Acquire More Leads

The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.

Here's how they rated the following techniques:

  • 100.0% for Referrals from clients, and non-clients
  • 69.6% for Contacting clients by phone, or in person
  • 60.9% for Seminars, teaching classes
  • 60.9% for Speeches, talks to civic, trade, and select audiences
  • 56.5% for Participation in organizations composed of clients
  • 47.8% for Printed newsletter, mailed or hand-delivered
  • 43.5% for Electronic newsletter, faxed, e-mailed, or on website
  • 43.5% for Writing articles for newspapers, magazines, or books
  • 34.8% for Professional public relations
  • 26.1% for Cold e-mailing, faxing, or mailing brochures, etc.
  • 21.7% for Working with the media
  • 17.4% for Cold calling, by phone, or in person
  • 17.4% for Website focusing on you, and your business
  • 8.7% for Directory listings
  • 4.3% for Advertising in newspapers, magazines To improve your prospecting reallocate time or money that you've been spending on techniques in the lower part of the list to those you have yet to try in the upper part.

    The easiest one to add is a newsletter. Start by buying one where you can print or email it to clients, and prospects.

    Then ask clients you've been sending it to for referrals. In the first issue to these referrals include a note that says "Bill Smith told me you'd find my newsletter useful".

    To maximize referrals work in a niche market. If you deal mainly with dentists, for example, they know other dentists to whom they can refer you as someone who specializes in advising dentists.

    Your seminars, speeches, newsletters, etc. can also target their needs.

    Successful prospecting is an ongoing regular process. It's the raw material, the ore, from which sales are made.

    So make prospecting your primary daily activity.

    Copyright 2005, Donald F. Pooley, Inc.

    Don Pooley has shared his marketing know-how with audiences in major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine, TIP. Subscribe at http://www.eTIP.ca/, or get free article downloads, and redistribution rights info at http://www.eTIP.ca/Downloads/Publish.html

    In The News:

    • pen paper and inkwell


    cat break through


    Use Pain To Get Commitments

    Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

    Needs Based Selling

    I am sure you are familiar with the phrase, "I... Read More

    Referrals: Getting Good Business By Doing Good Business

    Whether you're a conventional sales person, a professional ? such... Read More

    Gic Number For Writing Sales Letters

    When I write sales letters for my clients, one rule... Read More

    5 Ideas for Writing Effective Sales Letters

    Sales letters, sent via e-mail or snail mail, are an... Read More

    How to Build A Steady Stream of Customers--Step One

    The success of a small business depends upon a steady... Read More

    Finding a Used Mannequin

    Many stores on a budget choose to buy a used... Read More

    Your Voice is Your Instrument

    On an introductory call, your voice is your instrument. During... Read More

    How to Create Material That Will Get You Sales Now!

    WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

    Nine Keys to Make your Sales Copy Convincing

    Would you pay $12,500 to discover the keys to great... Read More

    Do Your Customers Buy On Price Alone?

    Here are four simple things you can do to take... Read More

    Listen! How to Sell More by Listening More!

    In my opinion, one of the biggest skills of being... Read More

    Selling with Purpose

    Selling With Purpose What is it about selling that makes... Read More

    Exporting to Europe: Not the Challenges You Think

    If you plan to do sell your product or service... Read More

    Impotent Questions - How Much Are They Costing You?

    Last issue we talked about what motivates people to buy... Read More

    Secrets to Buying Without Being Sold

    Have you ever asked yourself, now how did I let... Read More

    Creating Intense Emotions That Motivate People

    Ever wish that your presentations could be as much fun... Read More

    Focus on a Trade - Not a Discount

    Smart buyers will always ask for a better price. Unfortunately,... Read More

    I Am A Habit

    JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

    The Art Of Cold Calling

    I know, don't groan. You have to do them if... Read More

    How to Leverage Your Influence

    Why do we get into sales? Typically it is two... Read More

    Selling Is Not A Dirty Word

    Selling--a word that strikes terror in writers and professionals. We... Read More

    Clear Up Blurry Communication

    One of the top brewing companies in America is a... Read More

    The Top 10 Myths About the Sales Profession

    Myth 1: Sales People are all Shady!In the Broadway play... Read More

    Are You a Cultivator or a Harvester?

    As a result of providing marketing consulting, training and coaching... Read More

    Sales Copy Tips

    Writing good sales copy is not an art, it is... Read More

    A Pause For Thought

    You can have your cake and eat it.What is it... Read More

    It Isnt A Sale Until Youre Paid

    Back in the days when I sold for CTV and... Read More

    Give Up the Need to Sell

    Most business people will tell you that selling is not... Read More

    The ?Write? Way to More Sales

    The sales letter you can't put down?the advertising copy that... Read More

    Open Your Introduction With A Firecracker Moment

    The number one requirement, whether you are a business owner... Read More

    Whats Your Clients Style?

    When it comes to effective selling, one simple fact never... Read More

    Keep the Referrals Coming

    A key method of our survival in the business and... Read More