5 Ways To Prospect You May Have Never Tried (But Should)

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There are so many ways to prospect and we probably feel as though we have tried them all, cold calling, letterbox drops, door knocking, the list goes on. But here are a few ideas that you may have never tried before that could boost your success rate when prospecting for new business.

1.    TAP INTO YOUR OLD BUSINESS

Set aside some time to call all your happy vendors that you have previously sold for and ask them verbally what they liked about your service, let them explain – take notes if you have to, but at the end of their response, ask them who they know that could benefit from your service. This way you have them thinking about your positive performance and they are more likely to provide a name and number for you to add to your list of warm leads to follow up.

2.    TEAM UP WITH OTHER PROFESSIONALS

pend some time to organise a group of non-competing industry professionals to meet for a ‘Referral Lunch’, each member of your group is aware of the purpose for the activity and comes prepared with prospective leads for other members of the group. This could be a regular occurrence and will help each members business through building a strong network and providing a set time to communicate regarding prospects.

3.    SEND A HANDWRITTEN NOTE

People like to feel special and there is nothing more personal than a handwritten note rather than a mass produced marketing letter. Take the time each week to select several clients you want to make contact with and tailor a handwritten note that will make them feel important to you. Most importantly follow up in the days after with a phone call to acknowledge the communication and continue forward with your prospect.

4.    LOOK INTO THEIR EYES

It is very easy to assume that adding a prospect to your company CRM and relying on automated communications will convert your prospect one day. But do not forget that your competition are also using these techniques and may be working harder to develop an actual relationship with your prospect. There is no better communication to build a relationship than face-to-face interactions. Segment your contacts into categories and make time to physically see your ‘hot contacts’ at least once a month. This will set you apart from your competition.

5.    RESEARCH, RESEARCH, RESEARCH

There is nothing more powerful than being equipped with knowledge about your prospects interests, likes and dislikes. There are so many ways you can obtain information about a prospect these days, simply by doing your research. We are not suggesting you stalk your clients, but you can easily connect with them on LinkedIn and other social platforms that will provide you with a greater understanding of your prospect and will help to develop a stronger relationship long-term.  

DAVID HOLMES — INDEPENDENT REAL ESTATE AUCTIONEER