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Your seminars,[link widoczny dla zalogowanych], speeches, newsletters, etc. can also target their needs.
Copyright 2005,[link widoczny dla zalogowanych], Donald F. Pooley, Inc.


So make prospecting your primary daily activity.
The easiest one to add is a newsletter. Start by buying one where you can print or email it to clients, and prospects.
Don Pooley has shared his marketing know-how with audiences in major Canadian cities, London, Australia, [link widoczny dla zalogowanych]cago, New York, San Francisco, Hong Kong,[link widoczny dla zalogowanych], and Singapore, and now in his free ezine, TIP. Subscribe at [link widoczny dla zalogowanych] or get free article downloads, and redistribution rights info at [link widoczny dla zalogowanych]


Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients
69.6% for Contacting clients by phone, or in person 60.9% for Seminars,[link widoczny dla zalogowanych], teaching classes
60.9% for Speeches, talks to civic,[link widoczny dla zalogowanych], trade, and select audiences
56.5% for Participation in organizations composed of clients
47.8% for Printed newsletter, mailed or hand-delivered
43.5% for Electronic newsletter, faxed, e-mailed, or on website
43.5% for Writing articles for newspapers, magazines, or books
34.8% for Professional public relations 26.1% for Cold e-mailing, faxing, or mailing brochures, etc.
21.7% for Working with the media
17.4% for Cold calling, by phone, or in person
17.4% for Website focusing on you, and your business 8.7% for Directory listings 4.3% for Advertising in newspapers, magazines To improve your prospecting reallocate time or money that you’ve been spending on techniques in the lower part of the list to those you have yet to try in the upper part.

The most effective prospecting techniques were revealed in
the August 1st, 2002, issue of TIP (URL at end of article)
that resulted from a survey of financial advisors earning over $200,000 annually.

Then ask clients you’ve been sending it to for referrals. In the first issue to these referrals include a note that says
“Bill Smith told me you’d find my newsletter useful”.
To maximize referrals work in a niche market. If you deal mainly with dentists,[link widoczny dla zalogowanych], for example, they know other dentists to whom they can refer you as someone who specializes in advising dentists.

Successful prospecting is an ongoing regular process. It’s the raw material, the ore, from which sales are made.