The #1 Secret to Getting Prospects to Call YOU!
No matter what you sell, you have to prospect. And, having been in sales for over 30 years, I can tell you there are times when prospecting is NOT fun. Wouldn’t you agree?
But, what if there was a way to get potential new customers to call you instead?
So, what’s the SECRET?
Become known as an AUTHORITY. People want to work with experts in their field who are well known. No one goes to a brand-new heart surgeon. However, people will wait for months to see the top heart surgeon in the area.
Here are 4 keys to becoming an authority:
1. Create Great Content.
Experts know how to create and share great content that consumers value. Useful tips and hacks that make peoples’ lives simpler, save money, and prevent accidents and health problems attract the most people.
Consider writing a blog, developing a newsletter (like ours), or creating videos to share your expertise. These types of content build your reputation as a trustworthy expert. They also attract people to you before their actual need arises.
Find local websites from other industries and offer to provide content for them. Consider finding homeowners association newsletters and doing the same. People and organizations need content!!
2. Speak Out.
While the #1 fear in the world is public speaking, if you find opportunities to speak to groups of people, you will find people reaching out to you for assistance.
Every week civic, religious, and government organizations produce events where they need speakers to provide engaging and informative content.
And…these are FREE for you to promote yourself.
3. Write articles.
Every day there are opportunities to write articles for local, regional, and national magazines and newspapers that can bring you broad exposure.
People who write for these publications become recognized authorities. And consumers would rather work with an authority.
Your article ideas can even become a column. I wrote a real estate column for a regional newspaper for two years and now write a monthly column for EDGE Magazine. How? Because I saw a need and pitched an idea.
You can also write an advertorial for local publications. An advertorial is an ad for which you buy the space, write an article about yourself and company, and include your contact information. This is also called “sponsored content.”
If you don’t write well, you can always pay a ghostwriter to take your idea and write articles or columns that you place your name upon. (This is something we can do.)
4. Write a Customer Magnet.
A wonderful way to develop new business, get invited to speak to groups, and meet prospects you might never gain access to otherwise is to write and publish your own Customer Attraction Book. This is not a 300-page James Michener novel but instead a short business book to highlight your credentials and skills.
If you write your own book (or hire a ghostwriter to do it for you) you become an instant authority in your field. You can include your business background, philosophy, product offerings, tips, and testimonials from satisfied customers.
One secret people do not know is that if you publish your book on Amazon you can buy copies at an author’s discount. This can be as little as $3-$4, making this an incredibly affordable business marketing tool that will easily attract new business.
It is imperative to remember that marketing is attracting …while selling is convincing. If you market your business well you won’t have to do much selling. And today, no one wants to be sold. Instead, we all want easy solutions to our problems.
With creative, friendly, and highly effective marketing you can attract great customers who are already pre-disposed to work with you. All you have to do is determine their problem and create an affordable solution. That’s it!
As the owners of Waterman Communications Group, Linda and I love writing and marketing. I’ve been blessed to have been marketing director for three successful companies and Linda has written over 20 books with top publishers. We just LOVE sharing ideas to help you grow your business.
I hope these ideas have been helpful and I wish you every success! As always, if you need more ideas… or if we can help you…please feel free to contact us!
