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Forget the Cold Calls!

7 Prospecting Strategies That Are Working NOW!

11/2/2017 | Rosalie Marcus, Promo Biz Coach

I don’t know about you, but I hate making (and receiving) cold calls and believe they are the least effective way to get new business – and very often a complete waste of time!

Why? Voicemail and caller ID make it easy to screen callers. Gatekeepers are efficient in getting rid of salespeople. Business people dislike being interrupted and cold calls close at a much slower rate than any other prospecting method.

Want more proof? In a survey by Inside-View, an online provider of sales-relevant content, “more than 90 percent of C-level executives said they “never” respond to cold calls.”  

If “dialing for dollars” doesn’t work these days, what does?

Here are seven proven ways to get business without ever making a cold call. 

1) Form Alliances. Who serves the same target market but is not a direct competitor? Printers, graphic artists and meeting planners are a few suggested alliance partners. How can you all work together and increase your sales? Consider hosting an open house together or doing a joint direct mailing.

2) Target Your Networking. People buy from others they know, like and trust. Target your networking to where you are most likely to meet people in your target market. Join organizations that members of your target market belong to. Show up regularly, join committees and be of service and members will surely want to do business with you.

3) Use Social Media. Online marketing does work, but to succeed you need to do more than just have a profile and a business page. Join groups on LinkedIn and Facebook that people in your target markets belong to. Position yourself as an expert by answering questions and being helpful. The more expertise you show, the more likely you are to get new business. Encourage others to follow you by posting interesting articles and offering helpful advice. 

4) Create Content. Creating interesting articles or tips that help your prospects or clients solve their business challenges using a promotional vehicle will position you as an industry expert. Attract more business by having an author’s box with a call to action and a special offer at the end of all content you create.

5Get Referrals. Create a gift for a referral program. It goes without saying that if you want people to refer business to you, your service has to outstanding and you need to wow them with extra touches. You can further encourage referrals by setting up a gift for referral program. Show you believe in what you sell by offering a useful or fun promotional item as a gift for a referral.

6) Send Direct Mail. Direct mail has been around for a long-time but, with the abundance of email and the ease of hitting the delete button, direct mail is a great option for getting noticed, showcasing your creativity and picking up new business. Many of our industry suppliers can help you with this strategy. Make what you mail creative and memorable. Lumpy mail gets noticed and opened. Spotlight your creativity and people will want to talk to you.

7) Be a Public Speaker. Public speaking is one the most powerful ways to attract business. Not sure it’s for you? Join an organization such as Toastmasters to boost your speaking confidence. Prepare a short talk about the value of promotional marketing where you share case histories and fun ideas. Show you believe in what you market by bringing promotional gifts for all attendees and you’re sure to be remembered.

One more thing…

Want more proven ways to grow your promotional products business without using old school strategies that just don’t work in today’s digital marketplace? Concerned about competition from the big players like Walmart? Attend my FREE Webinar – Finish Strong: Secrets to Catapult Year-end Sales and More More Money! Thursday, Nov. 9. Reserve your spot here

Rosalie Marcus, The Promo Biz Coach™ is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and quickly and easily increase their incomes! Get a FREE special report: 10 Proven Ways to Thrive in Promotional Products Sales in Any Economy at her website http://www.promobizcoach.com. Reach her at Rosalie@promobizcoach.com or 215-572-6766.

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