Although there are many ways to prospect, I think there are two main concepts to consider. First, you're going to have to get out there and look for prospects. That means networking events, asking for referrals and even trying to figure out how to make LinkedIn work for you. That can all be effective if done correctly. And if you're new to an industry this is the arena you'll be spending most of your time working in.
The other part is more passive and takes a long view of marketing yourself. It involves getting your message out to as many people as you can, and as cheaply if possible. The goal here, as mentioned in the previous post, is to get people to call you, instead of you having to find them. How do you get them to find you first? A strategy is needed. You'll need to find as many outlets as possible, and as my friends as Chastain Media say, "have a big funnel" that leads back to your website or landing page.
There's a parable in the Bible where Jesus tells us that to put our lamps on a lamp stand and not under it. In other words, you have to get your message out there for all to see, not "under the lamp stand", where no one can see it.
Mind you, I work this part of my plan in the evenings or when I have a few minutes. The client in front of me will always take priority over the one on the phone, or the one I haven't met yet. I actually block out about 30 minutes a day for things like social media posting, marketing ideas, etc. Don't forget that most of these tools are passive, like my car magnet. Set it and forget it. There's no maintenance other than the occasional car wash.
If you go to a networking event and have to do a one-minute commercial, which is pretty common, have a fellow networker take a picture of you on YOUR phone. You can post that later so that all of the people who didn't see your magnificent speech can see that you are actively working. Better yet, start your own YouTube channel and post videos of your speech.
Remember the number one rule of sales is that you are selling yourself. Passive marketing is all about projecting the image that you know what you're talking about. People won't remember what you say, but they will remember how they feel when you say it, so keep your messaging positive.
This is more important than ever to keep your message out there when we are isolating. Actually, a couple of good things have come from the Covid-19 virus. First, we are starting to appreciate our workers a lot more, especially those in the medical community. And secondly, we as sales people have been forced to learn a new skill set that will, in my opinion, will still be needed after this situation ends.
Stay healthy and I'd love some comments on this.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states
The other part is more passive and takes a long view of marketing yourself. It involves getting your message out to as many people as you can, and as cheaply if possible. The goal here, as mentioned in the previous post, is to get people to call you, instead of you having to find them. How do you get them to find you first? A strategy is needed. You'll need to find as many outlets as possible, and as my friends as Chastain Media say, "have a big funnel" that leads back to your website or landing page.
There's a parable in the Bible where Jesus tells us that to put our lamps on a lamp stand and not under it. In other words, you have to get your message out there for all to see, not "under the lamp stand", where no one can see it.
Mind you, I work this part of my plan in the evenings or when I have a few minutes. The client in front of me will always take priority over the one on the phone, or the one I haven't met yet. I actually block out about 30 minutes a day for things like social media posting, marketing ideas, etc. Don't forget that most of these tools are passive, like my car magnet. Set it and forget it. There's no maintenance other than the occasional car wash.
If you go to a networking event and have to do a one-minute commercial, which is pretty common, have a fellow networker take a picture of you on YOUR phone. You can post that later so that all of the people who didn't see your magnificent speech can see that you are actively working. Better yet, start your own YouTube channel and post videos of your speech.
Remember the number one rule of sales is that you are selling yourself. Passive marketing is all about projecting the image that you know what you're talking about. People won't remember what you say, but they will remember how they feel when you say it, so keep your messaging positive.
This is more important than ever to keep your message out there when we are isolating. Actually, a couple of good things have come from the Covid-19 virus. First, we are starting to appreciate our workers a lot more, especially those in the medical community. And secondly, we as sales people have been forced to learn a new skill set that will, in my opinion, will still be needed after this situation ends.
Stay healthy and I'd love some comments on this.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states
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