Keeping the pipeline full – the ABC’s of prospecting
With the busyness that the tax deadline has created, it’s all too easy to forget to keep working the prospecting process and keep that business funnel full. Apparently human nature seems to dictate that you wait until the last minute to do most anything – including finding a home and getting a signed contract in by April 30th and to closing before May 30th. The mad rush to get that $8,000 tax credit before the sound of the bell can create a schedule so crazy that you forget the basics – PROSPECTING! So, as the Director of Marketing for Improve My Credit USA, I wanted to offer a couple tips / ideas and helping hand.
Allot time: Do you have a set time allotted for new business creation? If you aren’t setting aside time specifically for the purposes of new business creation, then it tends to slip through the cracks when you are busy with current business. This is a sure fire method to be DEAD 2-3 months down the road.
Big fish: You should not forget to focus on forging relationships with sources of continued referrals. Who are sources of people moving to the area? HR directors for larger companies and the like can be worth pursuing. Remember also that referral relationships are more like farming than hunting. They take time to cultivate.
This is an area I see LOTS of Realtors never cultivating. Ask the average Realtor who they would like to be introduced to and they will say someone who is wanting to buy or sell a home. NO! NO! NO! I know you are a Realtor and that you want to sell a home. Tell me you've done your homework and are thinking about people who can send you a stream of clients. Tell me the specific name of that person. You never know, I just might attend church with them, play golf with them, etc.
Client referrals: Do you have a specific method to stay in touch with your previous clients and to mine referrals? Do you ask for their reviews of your service? I recommend the “by referral only” system as they have some very proven methodologies for taking full advantage of the referral moment. If you don’t have a system in place, make sure to take the time to work ON your business and not just IN your business.
The Improve My Credit USA referral page
Let IMCUSA filter your prospects for you! Advertise to the 95% of the market who ISN'T qualified. Then when they respond, send them to us and we will review their credit to see where they are at. If they are good to go, we'll send them right back to you. If they aren't, we'll get them there and then send them back to you. It's an easy way to build a pipeline of future business. Our software allows to quickly enter someone and have them stay connected to you with updates and easy access to view their progress.
Ask me how!
Director of Marketing