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 are Tops



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.

Issue #3 listed them according to EFFECTIVENESS, while #4's lists were graded by USAGE. Neither told the whole story. So I combined the two ratings into one score for each tool . The top techniques are those with the highest percentages among the high earners. You'll find them in the upper half of the first list below.

If you want more, or better prospects, replace techniques that are low on this list with those that are higher on it.

Replace "Cold calling", say, with "Printed newsletter".

It may surprise you that "Cold Calling" appears at all on the high earner list. But the others take more time to bear fruit, or a prospect dry spell hits, and the only answer is to do it the hard way.

Whenever I was forced to cold-canvass, it reminded me that to avoid it in the future, more effort was needed to get the other techniques working to their fullest.

We will ALWAYS need new clients, because we keep losing the old ones. So prospecting never ends . Sorry, but that's life.

Here's the first list, showing the percentages for 49 HIGH earners (over $100,000/yr.) of Effectiveness/Usage scores in attracting, and retaining clients, sorted from high to low:

1. Referrals from clients, and non-clients............... 94.3%

2. Contacting clients by phone, or in person........... 73.9%

3. Printed newsletter, mailed or hand-delivered...... 47.3%

4. Seminars, teaching classes................................ 43.3%

5. Participation in organizations of clients............... 38.0%

6. Speeches, talks to civic, trade, select groups.... 31.0%

7. Electronic newsletter, faxed, e-mailed, etc......... 29.8%

8. Website focussing on you, and your business... 27.8%

9. Writing articles for papers, magazines, etc. ....... 27.8%

10. Professional public relations............................... 22.9%

11. Cold e-mailing, faxing, mailing brochures, etc..... 21.6%

12. Cold calling, by phone, or in person.................... 18.4%

13. Directory listings.................................................. 18.4%

14. Working with the media........................................ 18.4%

15. Advertising in newspapers, magazines.............. 14.7%

And here's the data for the 45 LOW earners(under $100,000/yr.):

1. Referrals from clients, and non-clients................. 90.5%

2. Contacting clients by phone, or in person............. 76.7%

3. Participation in organizations of clients................. 41.4%

4. Cold calling, by phone, or in person...................... 35.2%

5. Seminars, teaching classes.................................. 35.2%

6. Printed newsletter, mailed or hand-delivered........ 24.8%

7. Advertising in newspapers, magazines............... 22.4%

8. Cold e-mailing, faxing, mailing brochures, etc....... 22.4%

9. Speeches, talks to civic, trade, select audiences. 19.5%

10. Professional public relations................................. 17.1%

11. Electronic newsletter, faxed, e-mailed, etc........... 15.2%

12. Writing articles for newspapers, magazines, etc. 14.8%

13. Directory listings.................................................... 13.3%

14. Working with the media......................................... 10.0%

15. Website focussing on you, and your business...... 8.6%

Cold-calling is in the bottom 1/3 of the high-earners' list, and the top 1/3 of low earners'. Is there a message here?

Which Techniques are Tops - 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!
100 Ways to Succeed #93
  Bottom Line
100 Ways to Succeed #52
  Work Like a Dog at Your Writing!
Sales Training Techniques that Work!
  Sales training techniques that consistently work can be surprisingly difficult to come by. Many of even the best sales training techniques out there only work well some of the time. So, what do you have to do to loc...
Importance of Domain name in SEO
  This SEO article discusses the importance of domain name in SEO process and explains how you can make use of domain name as a SEO element. Search Engine friendly domain names can help in top search engine ranking an...

Related Forum Posts Related Forum Posts
Guerrilla Financing - How to Finance Any Small Business Guerrilla Financing - How to Finance Any Small Business
Re: Which would you start: a Blog or Online Community? Re: Which would you start: a Blog or Online Community?
Re: A Book For New or Experienced Entrepreneurs - Act Now Re: A Book For New or Experienced Entrepreneurs - Act Now
Net Ready: Strategies for Success in the E-conomy Net Ready: Strategies for Success in the E-conomy
Non Commercial Food Service Handbook Non Commercial Food Service Handbook

 
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