Whatever prospecting techniques you use, there is a simple way to add to their effectiveness. Call it the Plus Factor.
Always do more than the prospect or client expects.
Here's an actual example, where I was the prospect.
Popups are those irritating pages that jump onto your screen when you don't want them to. Wanting to know if they have a positive side that could help one's website get more action, I searched the 'net, and found a free e-mail tutorial.
Though its aim was to sell me software, it was both useful and enlightening.
In fact, it taught me enough to make my own popup.
Except that it didn't work.
Obviously this was not my fault, so I e-mailed the guy who offered the tutorial to ask what was wrong with his code.
Amazingly, he answered quite politely, and asked for the address of my website so he could look at its code. He then replied with a suggestion that a particular command in it should all be on one line.
So, I changed it, and it still didn't work. I told him.
He re-examined my site to discover that my problem existed BEFORE his code was installed, and patiently explain how to correct it. Which I did.
It's now fine, as you can see at http://www.lifesites.org/
Now this guy, this gentleman, knew I was not in the market for his software, but had no hesitation in helping me fix something that was not really his problem at all. He found an error in my coding that I did not know existed. And told me how to fix it. A true gentleman.
And a great example of the Plus Factor. He did much, much more than I expected. He fixed a problem of my own making!
Who is this paragon?
His name is Steve Shaw. Even if you don't have a website, his way of making popups appropriate, and inoffensive, are intriguing, and perhaps even transferable to other areas.
If you have a website, maybe a popup will give it more zip.
Click on "popup master" to find out more about both Steve and popups.
The Plus Factor - 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
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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
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