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Build Your On-line Prospects List Off-line

By Pat Wiklund

Republish: EasyPublish™
Published: 25Apr2008
Word count: 622
Viewed: 238 time(s)

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The biggest myth about developing an on-line list of prospects is that you have to gather names on-line.

Not so.

One of the best ways to gather contact information from prospects is off-line, especially in person.

And, it is easy to do.

First develop a good "ethical bribe," a valuable gift in exchange for an interested new prospect giving you his/her contact information.

This "ethical bribe" can be written:

-- an 8-15 page special report about an important issue or concern in your field,

-- a recording of a presentation or interview you've done, or even

-- a list of resources you've found helpful for achieving your own success in your niche.

Go with your strengths in making this quid pro quo: if you are a great writer, write. A great speaker, record an audio. Don't make it hard on yourself.

Whatever you offer, be sure to make your offer to your newly-met potential prospect focus on the benefits they'll receive from your information. Not some version of "you get a free mp3 of my latest speech.

Not only is that a big "so what-who cares," but it often elicits a reaction of "I've got to listen to her drone on to get to the good stuff?"

Focus on what you said in the presentation/special report that will make a difference for your potential prospect. Talk about the benefits they will realize from the gift you are giving.

Perhaps some version of "you'll hear 3 great ways of getting people to return your phone calls when you leave a voice mail."

Or, "you'll see how to save an hour a week of admin time by using a simple database. Of course there's a template included."

Now that you have a good gift, and a way of talking about it, you'll need to explain why you need the prospect's contact information.

Simply say you will be emailing them the link to download the gift you have promised. Of course they'll need to confirm they are really the one that requested it with your double opt-in on-line delivery process, which saves all of us from getting lots of spam.

Be sure to mention that you'll be keeping them up to date on issues and ideas that they need to know about your focus of business.

Then deliver the goods you promised. Quickly. Don't let days go by before they get what you promised.

Keeping in touch with prospects is one of the most powerful and least used One-Person Business marketing tool. As you grow your list off-line, be sure to keep in touch on-line with the prospects on your list.

Remember, most sales are made after the fifth to eighth contact...not from the first through fourth. As the very successful professional speaker Patricia Fripp says, "It is not your prospect's job to remember you, but your job to make sure they don't forget you."

I use the on-line marketing function at www.FullCashDrawer.com to gather contact information and keep in touch with prospects on a regular basis. This program allows me to preload a series of messages to prospective contacts, keep them in my database of prospects, and broadcast messages that are time dependent. All for a very affordable price!

Life will, of course, intervene! You'll get sick. Your dog will eat your notes. Your kids will have a crisis. All of us qualify for life interrupted.

If (or rather, when) this happens to you, pick yourself up and go at it again.

And, be sure to preload messages so everyone will get something from you on a regular basis.

Need to get your small business more strategic, organized, automated? Click here => http://www.1PersonBusiness.com for Pat Wiklund's complimentary introductory course on How to Run a One-Person Business Without It Running You.

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