STRATEGIES TO INCREASE THE NUMBER OF PROSPECTS

Transcription

1 STRATEGIES TO INCREASE THE NUMBER OF PROSPECTS Strategies to Increase the Number of Leads Workshop Exercise The more leads or prospects you have, the greater is your chance of getting larger numbers of new customers. In this exercise, you will assess the possible application of around 100 lead generating strategies in your business. They are listed on the following pages and you will complete this exercise by placing a tick () into one of the relevant columns. You will answer them as follows: A - Not applicable to our business at this time B - We are using this strategy effectively C - We are using this strategy, but not as effectively as we should D - We are not using this strategy at all - and we should Clearly the C s and D s should be reviewed very carefully for they represent OPPORTUNITY. Kindly highlight all the C s and D s with a highlighter pen. Please, don't get bogged down. Go on gut feeling if you are unsure of the relevance of any of the options. Then, having analysed all 100 of the strategies, please nominate the five strategies that are most applicable in your business at this time. Refer to the work sheet headed The Five Most Appropriate Lead Generating Strategies..

2 100 Lead-Generators and First-Time Customer Marketing Methods Publicity & Information Distribution CD Business Cards CD Mailers Brochures Bulletin Boards Conferences & Seminars Delivering Information By DVD, CD Displays & Demonstrations Electronic Bulletin Boards ing Product Information Fax On Demand/Fax Back Free Second Opinions/Consultations Website Magazine/Newspaper Columns Media Releases New Product Releases Newsletters Offer Free Information Speeches Special Interest Reports Become A Subject Expert And Offer Your Knowledge Liberally Teleconferences Trade Shows Straight-Out Name-Generation Strategies Referrals! - Referrals! Referrals! Participate In An Organised Leads Club Network And Joint Ventures With Other Non-Competing Businesses To Share Leads, Advertising And Marketing Costs Acquiring Or Purchasing Prospect Lists Make Staff Responsible For Collecting Leads Ensure That Your Internal Systems Always Capture The Names Of Customers And Prospects

3 Advertising Advertise Your Support For Your Local Area Advertorials Billboard Advertising Co-op Advertising HTML Advertising In-Package Advertising Magazine Advertising Magazine/Newsletter/Paper Inserts, Outserts And Bind-In Cards Movie Theatre Advertising Daily Newspaper Advertising Local Newspaper Advertising Other Telephone Directories Package Advertising Per Inquiry/Order Advertisements Point-of-Purchase Advertising Postcard Advertising Radio Advertising School Newsletter/Magazine Advertisements Television Advertising Trade Journal Advertising Transport Advertising T-Shirt And Clothing Advertising White Pages Yellow Pages Other Marketing Mediums Balloons, Blimps And Other What s That In The Sky? Devices Bag Stuffers Bumper Sticker Ads Business Cards Business Identification Labels Calendars Card Deck Mailings Card Decks & The Internet Catalogues Celebrity Endorsements Competitions Direct Mail Door Hangers Free Samples To Opinion Leaders

4 Other Marketing Mediums (continued) Fridge Magnets Letterbox Flyers Loss Leaders Offer Low-Cost High-Perceived Value Bonuses On-The-Job Signs Place mats in Restaurants Piggyback Invoice/Statement Mailings Recorded Telephone Messages Samples & Promotional Give-a-ways Shop-A-Dockets Shopping Centre Promotions Sidewalk Handbills Sidewalk Novelties Sidewalk Signage Signage Smells Do Sell Sponsorships Stickers Take-One Displays Telephone Stickers Theme Promotions Voice Mail And Message Bank Welcome Stranger Offers Window Displays Others At A Glance Catalogues On Diskette Coupons Exhibits Fairs Flea Markets Party Plans Postcards Posters Premiums Previews Private Events

5 The Five Most Appropriate Lead Generating Strategies As a result of this workshop, these are the five most appropriate lead generating strategies which I am going to implement or substantially improve in order to generate more leads which will in turn, result in more NEW CUSTOMERS. 1. Method Who? When?