Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

Which Techniques Do High Earners Use



Which Techniques Do High Earners Use
   

To find out, look at the first list below. Then compare it with the techniques used by low earners, in the second list.

You’ll see that though "Cold calling" is third from the end for high earners, it's third from the top for low earners.

The top two tools are the same in both Usage lists. As they were in the Effectiveness lists, which one would expect.

High earners then have "Printed newsletter" and "Seminars", and "Website" in the next 3 spots, which, though they don't closely match the Effectiveness ratings, do make sense.

But why do 55% use "Directory listings" when they rate them as ineffective? Is it because they're easy to use, and are often included in their membership of some associations?

And the fact that 53% of high earners use "Cold e-mailing" is not rational, considering that it's so ineffective, and is construed as 'spamming' in some circles. So why do it?

Maybe because we often use ineffective tools if we’re lazy, or they're handy, such as using a dime as a screwdriver.

How can we use this knowledge? When Usage and Effectiveness ratings of any technique are both in the upper half of high earners' lists, one confirms the other, it is worth using.

But when they contradict each other, we have to ask why, and wonder if there is some way to combine the data to make this information more useful.

That's what we'll attempt in the next issue of TIP.

Here's the first list, showing the percentages of the 49 HIGH earners (over $100,000/yr.)using each of 15 ways to attract, and retain clients, sorted from the most to least used:

1. Referrals from clients, and non-clients...............100

2. Contacting clients by phone, or in person.............86 3. Printed newsletter, mailed or hand-delivered....... 73 4. Seminars, teaching classes.................................. 67 5. Website focussing on you, and your business.... 57 6. Directory listings................................................... 55 7. Cold e-mailing, faxing, mailing brochures, etc...... 53 8. Speeches, talks to civic, trade, etc. audiences.....53 9. E-newsletter, faxed, emailed, or on website.........51 10. Participation in organizations involving clients...... 51 11. Writing articles for papers, magazines, books..... 49 12. Advertising in newspapers, magazines............... 43 13. Cold calling, by phone, or in person...................... 41 14. . Professional public relations............................... 37 15. Working with the media........................................ 33 And here's what the 45 LOW earners(under $100,000/yr.) use:

1. Referrals from clients, and non-clients....................100

2. Contacting clients by phone, or in person................ 89 3. Cold calling, by phone, or in person......................... 73 4. Participation in organizations composed of clients.. 62 5. Seminars, teaching classes..................................... 60

6. Cold e-mailing, faxing, mailing brochures, etc.......... 53 7. Advertising in newspapers, magazines................... 49 8. Printed newsletter, mailed or hand-delivered........... 49 9. Directory listings....................................................... 38 10. Speeches, talks to civic, trade, etc. audiences........ 38 11. E-newsletter, faxed, e-mailed, or on website.......... 33 12. Professional public relations.................................... 24 13. Writing articles for papers, magazines, books........ 24 14. Website focussing on you, and your business....... 22 15. Working with the media........................................... 22

Which Techniques Do High Earners Use - To learn more about this author, visit Donald F. Pooley's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
Why Advertise
  Advertising in newspapers and magazines; what a great idea!
The Top 5 Techniques 1980
  Back in the early eighties I figured there must be other, less daunting ways to prospect than cold-canvassing, and asking friends for referrals.
The Fives of Fives
  The secret skill of top earners is prospecting. The highest earners in law firms, accountancies, consultancies, etc. are not the partners with the most technical know-how, but those who can bring in the most clients...
Which Techniques are Tops
  Hey, we all want to know which are the very best practice- building techniques, so we can stop wasting time on those that don't cut it.
How Do High Earners Prospect
  To find out, look at the first list below. Then compare it with the techniques of low earners, in the second list.

Related Forum Posts Related Forum Posts
Guerrilla Financing - How to Finance Any Small Business Guerrilla Financing - How to Finance Any Small Business
Re: Are Economic Recessions Good for Franchising? Re: Are Economic Recessions Good for Franchising?
vator.tv vator.tv
Re: Are Economic Recessions Good for Franchising? Re: Are Economic Recessions Good for Franchising?
Re: vator.tv Re: vator.tv
Re: Which would you start: a Blog or Online Community? Re: Which would you start: a Blog or Online Community?
Re: Kevin's Case Study #7 - How do you promote your new book? Re: Kevin's Case Study #7 - How do you promote your new book?
JumpUp.com JumpUp.com

 
About the Author


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/
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Donald F. Pooley's

Complete
List Of
Marketing
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Donald F. Pooley's Complete List of Marketing Articles For FREE!
Become An Author