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Wednesday, February 05 2020

How To Get More Prospects
To Remember Your Business

By Glenn Fallavollita, President of Drip Marketing, Inc.

  • Word Count: 507
  • Time To Read: 2.0 Minutes @ 250 Word Per Minute

According to data from the Census Bureau’s Annual Survey of Entrepreneurs, there were 5.6 million “employer” firms in the U.S. in 2016. Here’s the breakdown:

  • 500 or fewer workers accounted for 99.7% of those businesses.
  • 100 or fewer workers accounted for 98.2%.
  • 20 or fewer workers made up 89%.

Click Here To Read The Census Survey @ SBE Council.org.

With this many businesses in the U.S., you're probably saying to yourself, "If they only knew about my business, I would be able to grow my sales exponentially." Unfortunately, the items listed below are working against you.

6 Reasons Why A Prospects Has Already Forgotten About Your Business.

  • #1: 40% of all salespeople feel that prospecting is one of the most challenging aspects of their job (therefore, most salespeople flat-out ignore this activity).
  • #2: 70% of all salespeople are either disengaged or completely disengaged in their job (now re-read point #1). 
  • #3: 50% of all salespeople stop calling a prospect, for 9 to 12 months or altogether, after their first unsuccessful attempt at moving the sales process forward.
  • #4: 50% of what you tell a prospect during a presentation is forgotten in less than one (1) hour, 70% in 24 hours, and 90% in a week.
  • #5: 90% of all "prospecting calls" go directly to voicemail.
  • #6: 95% of all small businesses (and most likely yours) don't provide their sales staff with any sales training after 30-days of employment.

If you want more prospects to remember you when they want to buy what you sell, I have listed below some proven money-making campaigns.

Proven Marketing Campaigns To Help People Remember Your Business: 

Here are some time-tested drip marketing campaigns (sent as an e-mail):

  • A Bundle Promo On A Product/Service
  • Client Refer Us To A Friend
  • Client Survey
  • Holiday Card
  • New Hire Press Release
  • New Product Or Service Press Release
  • Upgraded System/Platform Press Release
  • Product Or Service Spotlight
  • Sales Intro Letter
  • Webinars (Monthly) On Ways To Improve X, Y, Or Z

Other e-Mail Marketing Ideas:

  • Promote an add-on service via a free trial or special offer, i.e., free employee background check. 
  • Provide free reports to download, i.e., How To Avoid Hiring The Wrong Candidate or How To Avoid An Employee Law Suit, etc. 

Even More Ideas:

  • Send each salesperson's "top 10 list of prospects and/or referral partners" list a lumpy mail campaign. 
  • Send someone a gift card if they referred to you a prospect that resulted in a sale.
  • Sponsor a "Shred Your Documents Day" with a shredding company in conjunction with a local bank or credit union. 

Executive Summary: You will see an immediate increase in sales by doing three things:

  1. Build/update your e-mail marketing database(s) each week.
  2. Send your database of referral partners, clients, past clients, and prospects relevant content.
  3. Follow-up most e-mail marketing campaigns with an "oh, by the way" phone call. 

Yes, it's that simple. 

P.S. The days of winging it with your "marketing" efforts are over. If you want to have a break-out year, set your goals, and then take action.

Posted by: Glenn Fallavollita AT 05:23 am   |  Permalink   |  Email