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Generate More Leads
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Quick Tips
Building Relationships: Relationships are built at a personal level. Spend the time to build personal relationships it will prove to be invaluable.
Forward to a Friend: Show you care and you are thinking about them - forward information to your friends and business partners.
Save The Date!
Prospect Communications is the Keene Chamber Business of the month for June. Join us for an Open House on June 16th.
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Prospect Communications eTips April 2010
Need New Customers - Fire-up Your Marketing
 I need NEW leads and customers NOW. This is a common appeal from our clients. To get new leads and more customers there is no wonder drug or silver bullet that will magically bring you more leads and customers. Our experience is that if you want more leads and more customers, then you need to get your marketing efforts fired-up. Below is our 6 step guideline to help you generate leads and customers.
Develop a plan: A marketing plan with an emphasis on generating new leads provides a blueprint for your marketing efforts. It ensures that your efforts are identified, planned and coordinated. The plan determines how many leads you need and what you will do to cultivate these leads. The plan should include what you will do, what is possible, and how much you are able to spend (money and people resources).
Pick your targets: Focus your efforts on the “ideal customer” and know exactly who you want to reach. If you pursue everyone, then your marketing efforts will be too broad and your campaigns will under-perform. The result will be poor quality leads and wasted time and money. Our February 2010 newsletter gave tips on how to best identify “ideal customers”
(click here for this marketing tip).
Be realistic: Qualified leads do not show up the moment you announce your interest and start a marketing campaign. Generating qualified leads takes time. Being diligent and consistent in your efforts and it will deliver a realistic return.
Communicate early and often: How often is too often when touching a target prospect? Research shows that it can take over 10 touches before a reasonable sales discussion occurs. Use multiple media and be memorable - newsletters, emails, invitations to seminars, direct mail, speeches, articles, phone calls, surveys, etc. Each of these approaches are a part of the marketing mix that will turn your prospects into customers.
Make marketing everyone's priority: Working to bring in new clients should be a priority for everyone in your organization. Explore how your people can help write articles, deliver speeches, facilitate events, and participate in other marketing efforts.
Be persistent and consistent: Your efforts, if well planned, targeted, and consistent will produce results. Do not get discouraged by hoping for immediate results. People do not react to the first thing they see. Your marketing efforts should be viewed as a part of a process for generating quality leads. Generating quality leads can be a challenge for most organizations. Getting the “ideal customer” interested in your organization and what you have to offer can take time. Using these guidelines can help you generate quality leads and new customers faster.
That's The Touch
 Making a personal connection is essential for raising money or making a sale. When a person is connected to and “owns” the cause the higher the potential for raising money or making the sale. Effective appeals or sales are made at a personal level. People make contributions to people or buy from people. Campaigns with the best returns can always be traced back to how well a personal connection was made. Make the phone calls, sit down with the prospects face to face and make the connection.
Be Prepared Getting that first meeting is always the hardest part to making the sale or getting the donation.Our experience has been that it is important to break the ice first by using phone calls, email, and direct mail. We recommend that you use these tools first to so that there is an awareness generated by these marketing tools and the prospect is more willing to skip straight to making the connection. Your objective is to get that face to face meeting. Once you get that face to face meeting you are on your way to making the sale or getting that donation!
2 to 1 You now have that all important face to face meeting. Make sure you make the most of it. Keep the meeting brief and to the point. Try to connect with the prospect but most importantly, LISTEN. People donate or buy for their own reasons. You must listen to know who they are and what is important to them.Be prepared and do your research before the meeting. The main objective is to make a connection and to get the person talking so that you can listen. Remember the old saying, “You have two ears and only one mouth. Use them proportionately.” Once you have gathered the reasons go back to your office and formulate the message to the prospect.
Speak to Me The message to the prospect is critical. The message needs speak to the needs of the prospect. The message should be provocative, concise but most of all personal. The message needs to be made soon after your meeting. Concise messages work! Get to the point. Studies have shown that shorter subject lines in emails generate higher response rates. The most important thing is to make another face-to-face meeting with the prospect and propose your message that speaks to the prospect’s needs.
Diligence Pays Off! None of this is easy but diligence pays off. Be energetic and believe in your product or cause. There are no short cuts. Get out and get started!
Leap Into SPRING and SAVE ! 
It is a great time to print brochures. Leap into spring get $50 off a brochure order of $500 or $100 off an order of $1000 or more. Offer good to May 31th, 2010. So get Hopping!
Prospect
Communications is a marketing firm dedicated to driving
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