Here's a rarely considered way to multiply the effectiveness of every one of your prospecting techniques. It's simple. Have each one lead to every other one.
It costs you nothing but a bit of time.
And it's extremely powerful. The more techniques you use, and connect to each other the greater its power.
The connector doesn't have to be a pushy ad, just enough to tell the reader there are other ways to get more informationabout you, and what you do.
Start with your business card, the one you give out to your referrals, does it include your website's address? Does your letterhead? Do your paper and electronic newletters?
And do your newsletters, websites, seminars, etc. refer to each of these other things you offer prospects and clients?
When you give a speech, or run a seminar, do you offer your audience handouts that refer to your website, newsletter, email newsletter, etc.? How will they remember you if you don't give them something about you to take home?
Or know how to reach you?
Does your website offer subscriptions to your newsletters? Does it mention the speeches you've made or are about to make? Or where to find the articles you've written?
Here's what to do about it. List each technique you use in a column. Now draw a line between each pair of techniques where prospects are referred from one to the other.
And put an arrow on the line showing which way the reference runs. If A refers prospects to B, does B refer prospects to A? The arrows show if you've maximized the connections between each pair of techniques.
Aim at connecting each one with every other. With arrows going both ways. Once prospects are involved in one they should not be left hanging, but have others to go to.
So, if any two techniques are unconnected, connect them.
Show your prospects what else you do, and how to get there.
The connectors don't have to be complicated. Just a line about each, "Visit our website at ...", "Subscribe to our monthly newsletter by ...", "Reserve your seat at our seminar by ...", "Get a copy of my article on ...", etc.
Everything that goes to prospects or clients should connect to every other thing you do, and offer to your clients. Let them know about everything you do.
This is powerful FREE advertising---so use it!
Discover the Secret Multiplier - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
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