The BIG Ticket: Premium Prospecting!
Hi!
Day 4 of my “Premium Week”.
Don’t forget the FREE webinar on understanding buyers in uncertain times.
April 1st, 2025 at 1 PM Eastern!
Today, we are going to touch on prospecting.
I don’t have a link to an article I wrote a few years back for the ALSD, but I covered things like a series of sprints that the Marlins used to target specific buyer segments.
The key idea:
Choose a target market such as small law firms, doctors, etc.
Have a launch scenario such as a mailing, a meeting, a call, etc.
Push everything towards a closing party at the end of the week, maybe two weeks.
Throw a party and close sales.
The program made sales jump over 300%.
Since I don’t have an article to link to today…let me see if I can give you some action steps:
List 1-2 target segments you are targeting.
Come up with some interesting ways that you can open the relationship. Let’s see what we can do beyond cold calls or cold emails.
Put together a follow up sequence. Maybe you start with a note, a card, or whatever you use to start. Map out a couple of other touchpoints you can make over the next two weeks.
Plan your closing event.
The keys:
Keep your list tight. Don’t try to go for volume the first time around. Go for something like 20.
Be creative. Especially now.
Follow up.
Have an offer in mind for your closing event.
Remember, “Next Logical Step”. Each time you take an action, keep in mind what should logically come next.
Want some help with this?
Hit reply and ask away.