Dear Voornaam,
I have a problem...Â
Most people believe this phrase is the beginning of something bad. You know better. When a client walks into your office and utters these words, it can be the beginning of a great relationship. Â
Selling is solving problems in exchange for financial compensation. The purpose of my business development process is to help you quickly connect and develop a relationship with a person who has a problem you can solve. Â
Unfortunately, many people with problems you can solve don't even know you exist.Â
Here are three things you can do RIGHT NOW to gain greater exposure:Â
Educate Referral SourcesÂ
Most attorneys, business leaders, and professionals focus on looking for clients â the end user of their products or services. While this makes perfect sense, they often overlook the highest return on investment for their marketing effort â their referral sources. Â
Help your referral sources understand the value you provide by demonstrating your value to them.
For example:Â
Tax attorneys should regularly send CPAs information that educates them on changes in the law. Â
Insurance account executives should send educational material to bankers on the value of their services to business owners in succession planning.
Real estate brokers should educate probate attorneys, bankruptcy attorneys, and family law attorneys on programs that can help sell homes quickly when the owners are under pressure.Â
There is a list equally as long for every business. Market to your referral sources just as hard as you would market to potential clients.Â
Educate The CommunityÂ
Conduct educational seminars whenever possible. Host these seminars on your own as well as in conjunction with referral sources. These seminars serve two purposes:Â
1). They provide valuable information to people who need it. 2). They position you as an expert in your field.Â
Holding a seminar on a different topic each month gives you a reason to get some folks together in your office. Even if only 10-15 people attend, those are now 10-15 "salespeople" referring you to their friends and neighbors.Â
If you can work with a local civic organization and have them host your educational events, you will draw a more influential audience.
Write ArticlesÂ
Look for trade magazines in your industry or practice niche and submit articles regularly. Many of these publications need content, and their editors are thrilled when people send them high-quality information.Â
Local newspapers often have guest columns written by influential members of the community. Find out how you can become one of those influential people.  Send your educational information to editors of all trade magazines and local newspapers. You never know who will read it and call with a potential lead.Â
There are at least twenty different things you should be doing to raise your profile in the community. Â
I'll speak with you next week. If you need anything between now and then, please give me a call - (786) 436-1986
Warm regards,
Dave Lorenzo The Godfather of Growth (786) 436-1986
P.S. You are receiving this email because we have a relationship, and I'd like to stay in touch. If you no longer want to receive these emails, call me at (786) 436-1986.
If you click unsubscribe, I will never be able to email you again. Dave Lorenzo & Company Int'l 1442 SW 155 Court Miami, FL 33194 USA | Unsubscribe |
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