Business Marketing : Prospecting For Sales With A Great Marketing System

By: Mark Satterfield 29 or more times read

Date Submitted: 2009-06-15 21:24:59 - Article Views: 35

When prospecting for sales you don't want to over-relying on word of mouth and referrals for all your new business. As we all know, the success of any business depends upon having a consistent flow of new prospective clients and that's what an effective marketing system should give you.

One initial observation I've made is that far too often, who you are going to market to is given only a cursory consideration. Since we all operate with limited marketing budgets and only have time to follow up with those most likely to actually engage our services, identifying the most hyper-responsive groups within a targeted market is very important.

One trick to find this group is to look for those that read the relevant trade publications and are members of the professional associations. These data-points usually indicate that the individual is interested in staying current and maintaining their competitive edge. Thus they are likely to be the most interested in learning more about your services.

The next step is to offer some sort of free information. This is most commonly offered as a free report. The goal of the free report is two-fold. First, it must contain enough practical information so that the reader feels that they have learned something that they didn't know before. This is crucial for developing credibility.

The second objective is to entice the reader to become hungry for more information. This balance of providing enough (but not too much) information is crucial for moving the relationship process to the next steps.

Among all the lead generation methods we track, the one page sales letter has the highest metrics in the B2B market place. We recommend that you write your lead generating letters after you have created the free special report. Remember the objective of the letter is to position oneself as an industry or functional expert with an interesting perspective on an issue the prospective client may be facing. The letter's sole purpose is to intrigue the prospective client enough so that they want to request the information.

Successful marketing campaigns emphasize consistency and repetition. Thus we recommend that you develop a series of three letters which will be sent in sequence. Each of them focuses on compelling reasons to request the free report.

Let's discuss for a moment the webpage that you direct prospective clients to visit. Care must be taken to ensure that it re-emphasizes the benefits that will be obtained by requesting the free report. Don't assume that just because visitors are at your site that they will request the free information.

Successful marketing campaigns work on the premise that through consistent and regular contact we can move prospects through a carefully orchestrated series of steps which results in an identifiable percentage of them purchasing our services. The key is to automate as much of it as possible through an autoresponder service.

Messages should move the conversion process through a carefully designed series of steps in which you both build credibility for yourself and move the prospect to take action. As with the other steps in the process the ability to communicate content in a compelling manner is crucial for success.

One of the main challenges of any marketing effort is the follow-up stage. When we look at marketing campaigns that have achieved outstanding success and compare them to those that have performed below expectation, the difference is almost always in how effectively the stay in touch process was implemented.

Author Resource Required for Reprint: There are many strategies for getting lots more new business and this is just one of them. Sign up right now for Mark's free online newsletter that will show you how to get more new clients with no cold calling or hard selling. http://www.GentleRainMarketing.com

Article Source: Fully-Explained.com

Tags: prospecting for sales

sales prospecting technique

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