“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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Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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