How To Strategically Raise Your Warm List To Your Hot List, According To Your Strategic Thinking Business Coach
How To Strategically Raise Your Warm List To Your Hot List, According To Your Strategic Thinking Business Coach
By: J. Glenn Ebersole, Jr., Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™
How strategic are you in your marketing efforts? Are you using strategic thinking in the development of a strategic marketing plan for your business? Are you still frustrated by having too few “hot list” prospects? My experience indicates that there are too many businesses that are not being very strategic in their marketing and therefore are wasting energy, time, talent and resources.
Recently I have read and have been hearing about “warm lists” for prospects. From my perspective, I would rather talk about “hot lists” for prospects. So let’s not forget or dismiss the “warm lists,” but let’s look at how to strategically raise the “warm lists” to “hot lists.” And the method to do that involves strategic thinking and planning with the use of your definition of your ideal client profile and a series of questions that may have been used to generate your “warm list” of prospects. Here is what your strategic thinking business coach is defining this method.
Step 1: Develop your ideal client profile.
This is a very popular and passionate topic with my business coaching clients and I have developed a list of the types of characteristics (which is certainly not meant to be all-inclusive) you may consider in defining the profile of your ideal client. Here is a list from your strategic thinking business coach to assist you in your efforts.
1. personal traits (quiet, friendly, spiritual, etc.)
2. geographic location
3. gender
4. age
5. level of education
6. income level
7. type of business
8. size of business
9. business owner
10. business executive
11. business manager
12. type of industry or business sector served
13. personal core values
14. business core values
15 level of openness to new ideas and change
16. personal interests outside of work
17. business ethics
18. volunteer activities
19. religious affiliation or spiritual persuasion
20. general outlook on life & business
Step 2: Develop a list of questions to create your “warm list.”
In order to assist you in creating a “warm list” here are some questions you may ask to come up with prospect names.
+ Who do my existing clients know?
+ Who are my personal friends?
+ Who do I know from schools I have attended?
+ Who are my business contacts (customers, former employers, etc.)
+ Who do I know from civic organizations?
+ Who do I know from church?
+ Who are my contacts in professional societies or trade organizations?
+ Who do I write checks to (who do I do business with)?
+ Who are my current & past neighbors?
+ Who do I know from sports, hobbies or other outside interests?
+ Who do I know from my family & extended family?
+ What names could I list if I “brainstormed” names by going through the alphabet from A to Z?
Step 3: Develop your “warm list” by filling in prospects under each question.
Step 4: Review each prospect in the warm list by evaluating how close they come to your ideal client profile.
Step 5: Develop a “hot list” of those prospects selected from Step 4. In other words, list the prospects from the warm list that match your ideal client profile
to create the “hot list.”
Your strategic thinking business coach encourages you to use strategic thinking in your marketing efforts, especially in the creation of your “hot list” of prospects. If you would like to learn more about the power of this methodology and how a strategic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com
How To Strategically Raise Your Warm List To Your Hot List According To Your Strategic Thinking Business Coach - To learn more about this author, visit Glenn Ebersole's Website.
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“How To Strategically Raise Your Warm List To Your Hot List, According To Your Strategic Thinking Business Coach”
By: J. Glenn Ebersole, Jr., Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™
How strategic are you in your marketing efforts? Are you using strategic thinking in the development of a strategic marketing plan for your business? Are you still frustrated by having too few “hot list” prospects? My experience indicates that there are too many businesses that are not being very strategic in their marketing and therefore are wasting energy, time, talent and resources.
Recently I have read and have been hearing about “warm lists” for prospects. From my perspective, I would rather talk about “hot lists” for prospects. So let’s not forget or dismiss the “warm lists,” but let’s look at how to strategically raise the “warm lists” to “hot lists.” And the method to do that involves strategic thinking and planning with the use of your definition of your ideal client profile and a series of questions that may have been used to generate your “warm list” of prospects. Here is what your strategic thinking business coach is defining this method.
Step 1: Develop your ideal client profile.
This is a very popular and passionate topic with my business coaching clients and I have developed a list of the types of characteristics (which is certainly not meant to be all-inclusive) you may consider in defining the profile of your ideal client. Here is a list from your strategic thinking business coach to assist you in your efforts.
1. personal traits (quiet, friendly, spiritual, etc.)
2. geographic location
3. gender
4. age
5. level of education
6. income level
7. type of business
8. size of business
9. business owner
10. business executive
11. business manager
12. type of industry or business sector served
13. personal core values
14. business core values
15 level of openness to new ideas and change
16. personal interests outside of work
17. business ethics
18. volunteer activities
19. religious affiliation or spiritual persuasion
20. general outlook on life & business
Step 2: Develop a list of questions to create your “warm list.”
In order to assist you in creating a “warm list” here are some questions you may ask to come up with prospect names.
+ Who do my existing clients know?
+ Who are my personal friends?
+ Who do I know from schools I have attended?
+ Who are my business contacts (customers, former employers, etc.)
+ Who do I know from civic organizations?
+ Who do I know from church?
+ Who are my contacts in professional societies or trade organizations?
+ Who do I write checks to (who do I do business with)?
+ Who are my current & past neighbors?
+ Who do I know from sports, hobbies or other outside interests?
+ Who do I know from my family & extended family?
+ What names could I list if I “brainstormed” names by going through the alphabet from A to Z?
Step 3: Develop your “warm list” by filling in prospects under each question.
Step 4: Review each prospect in the warm list by evaluating how close they come to your ideal client profile.
Step 5: Develop a “hot list” of those prospects selected from Step 4. In other words, list the prospects from the warm list that match your ideal client profile
to create the “hot list.”
Your strategic thinking business coach encourages you to use strategic thinking in your marketing efforts, especially in the creation of your “hot list” of prospects. If you would like to learn more about the power of this methodology and how a strategic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com
How To Strategically Raise Your Warm List To Your Hot List According To Your Strategic Thinking Business Coach - To learn more about this author, visit Glenn Ebersole's Website.
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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