This is a Guest Blog Post, compliments of Dr. Drew Stevens – a friend, colleague, consultant, speaker, expert media source, author of seven books including “Split Second Selling“, and President of Drew Stevens Consulting, offering free advice and guidance on Business Development & Sales on his blog. By the way, if you’re not closing 50% – 70% of calls from potential clients, you might want to have a chat with Drew – that’s one of his specialties.
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There is a cliché that states for those that follow horoscopes that your moon is in….
Marketing your business works similarly. You need to create a gravitational pull – to you – so that you spend less time calling and handing out brochures. You need to invent magnetism so that clients gravitate to you.
One of the best methods for people to find out who you are is to announce your expertise to the world. Yes, let people find you. Think about this, when was the last time you ordered something from someone cold calling you? Meet any very wealthy cold calling stockbrokers or mortgage brokers recently?
My program in Split Second Marketing™ Building a Message that Clients Hear contains over 25 different marketing attraction techniques. Listed here is the top 7.
- Speaking. One of the best methods to introduce your expertise is to tell others about what you do. Rotary’s, Kiwanis, Chambers of Commerce are constantly in need of experts. Contact these organizations or others to discuss content to enlighten their members. Participants are attracted by new and interesting content.
- Writing Articles. There are more newspapers in circulation today then ever before. There is a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material. Articles need not be more than 500 to 1000 words. With good content and a solid byline your message can be in the hands of hundreds or thousands.
- Website. The proliferation of the Internet allows others to discover your content and determine your value. Fees are inconsequential and the business world requires a website to denote your sincerity to clients.
- Blogs. Similar to articles having a Blog serves two purposes 1) remaining in constant contact with current subscribers 2) enabling you to reach new clients at relatively no cost. The difference from articles is immediacy of availability and frequency of your content.
- Lunch and Learns. These concise information sessions last no longer than 30 minutes during a corporate luncheon and feature your content. Benefits are a live audience, interested attendees and low cost of acquisition. The intent is not only delivery but possible business from attendees.
- Booklets. Typically focused on one topic, these small content rich pieces feature your advice on one particular topic i.e. sales skills. Booklets can be used for potential clients as handouts or products to be sold at special events.
- Products. When clients become enamored with your content your style and most importantly your results, they want you!!! Products such as CD’s, DVD’s, books, booklets, hooded sweatshirts, etc. make great passive income.
Refrain from the bromide tactics others use and begin to conduct yourself with poise, power and differentiation. The world today requires new methods of selling, new methods of marketing and more importantly, methods that are memorable. If you truly want to sell more, stop unearthing decision makers, let them search for you.
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