Advanced Marketing Strategies to Create Thousands of New Prospects and Turn Them Into Paying Customers Part 2
Hi and welcome again to another exciting Marketing Tip of the Week. Thank to those of you who have emailed me about this strategy. I can’t believe today’s date is 03-03-03. Spooky.
Step Two to this strategy, is to check the messages left on the voice mail, several times a day. Then record the information in your database and mail the “free report” to the prospects.
Some of you emailed me asking me about what the “free report” all about. In previous issues of this newsletter, and for those of you who have invested in my book, “How to Get Customers to Call, Buy, and Beg for More,” I show you how to write a sales letter. All the “free report” is, is simply a sales letter with a bit more “hard core” information. I use the word “report” as opposed to the word “literature” because it sounds more official, credible and most of all, not “salesy”.
The first few pages of the report has the information that you promised in the ad. The “How to”, and very little, or nothing at all about your company and what you offer.
Once you have educated your prospects with this information and “sold” them on how valid investing in real estate is, then and only then, in the last few pages of the report, you start selling the prospects on your company, what you do, how you can help them, and why they should buy investment real estate from you.
The “free report” is nothing more than a glorified sales pitch.
The report does provide valuable information as promised, but it also pitches your products and services. The whole point of the “free report” is to get the prospects to take the next step, to purchase what you are selling.
Will this really work for your type of business? It will work for any type of business. You will make so many more sales, that you will think you died and went to heaven.
I’ve seen it work over and over again for many businesses, especially when the product or service has a high price tag or requires a demonstration.
The next step you must take is to send out another report within 10 days to those prospects who haven’t telephones you to book an appointment. This copy of the report is the same as the first one, with the exception that the words “second notice” is stamped in red ink just below the headline on the first page.
Guess what? Ten days after mailing the second report, you should mail a third copy to those who haven’t called to set an appointment with you. This copy has the words “final Notice” stamped in red ink just below the headline.
You must mail a second and third copy because many people will respond to your second and third mailings combined, that responded on your first mailing.
What should you do after the third mailing? You can either throw those leads away and move onto another ad and additional prospects.
You can also use telemarketing in addition to follow up mailings. It’s up to you. You should experiment a little to find out what works best for your type of business.
Let me give you some more examples, other than Real Estate, where this two-step approach could work for you.
If you are a stockbroker you could offer a free report on investing. Or the 5 Questions you should ask a stockbroker before you engage them.
If you are in the health care field it could be a free report about how to live to 100. Or the 10 Symptoms to look for when you reach 55.
If you are a lawyer it could be a free report about how to make yourself lawsuit proof. Or What to do if someone sues you.
If you are in real estate selling homes, it could be a free report about the 10 things to look for in a Realtor when listing your home. Or the 10 things you should do before selling your home.
With my Nurses I offered a free report “ The 5 Questions your Employer Doesn’t want you to ask about Malpractice.”
If you are an insurance agent it could be a free report about protecting your family. Or the 6 questions you should ask an Insurance Agent before you do business with them.
Whatever you sell or whatever your product or service is, you can use the formula above and create reports that people will respond to.
At my website www.kenvarga.com, I have a report that brings you along in how to create the report. It’s title is, “How to Print Money Legally and Supercharge Your Business.” If you don’t have it already, you should invest in getting it.
Anyway, these are just a few I thought of.
Let me go over the fine points I’ve mentioned over the last two weeks.
- Use an “editorial style” lead generating ad to lure prospects.
- Don’t sell your product or service in the ad; only sell the idea of people calling you to receive the free report.
- Use a voice mail system to capture the names, addresses and phone numbers.
- Use an ad code to track your results.
- Your free report is nothing more than a glorified sales letter that delivers the information the customer is asking for, but it also pitches your services and products at the end.
- It’s up to you about what action you want the prospect to take next. Call and purchase over the phone? Call for an appointment? Call for a Demonstration?
- Telemarket to those leads in combination with mailing them the free reports.
- Mail follow-up copies of the report until the results fall above your cost.
Well that’s it for this week. I know, that if you implement the strategy I’ve gone over these past two weeks, you will think you died and went to heaven with all the prospects you generated.
Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourbusinessfast.com and sign up for my one on one Coaching program. You can’t lose by investing just $20/month in the growth of your business. You probably Tip more than your investment each month. Invest in the growth of your business.