7 Secrets to Prospecting Conclusion

March 17, 2009 by  

In the final part of our series on 7 secrets to Prospecting I’ve got something special for all my subscribers.  Remember the commercial membership has its privileges?

I’ve put together the entire series and added much, much more for my subscribers.  You can get the report on a special page in a pdf document with a special code to open it.  I’ll email the code to my subscribers just for being a part of the premier website for funeral & cemetery training.

The password will be revealed on Wednesday, March 18th, at 8 am (Arizona time).

Scroll to the bottom of the page for the conclusion to 7 Secrets to Prospecting

Below are the links to the series:

Part One, the beggar and the prospector

http://howtosellpreneed.com/prospecting/7-secrets-to-prospecting#more-683

Part two, 1-Step Prospecting doesn’t work:

http://howtosellpreneed.com/prospecting/7-secrets-prospecting-part-2#more-708

Part three, Prospecting in the bathtub:

http://howtosellpreneed.com/prospecting/7-secrets-prosp-3-bathtub#more-723

Part four, Make the Post Office Your Best Friend:

http://howtosellpreneed.com/prospecting/7-secrets-prospect-part4#more-728

Part five, How to turn time into money:

http://howtosellpreneed.com/time-management/turn-time-into-money#more-927

Part six, Prospect through the snail-mail

http://howtosellpreneed.com/uncategorized/prospect-clicker-in-hand#more-913

Part seven, How to Magnetically get Prospects, CONCLUSION

The truth of the matter is Prospecting can be very easy, if you’ll change your mind-set from a cold-hard-approach to a warm-fuzzy-way.  I’ve often referred to it as Magnetically attracting your Prospects.  Much like a magnet attracts medal you can attract Prospects in a similar way with them calling YOU, not you chasing them.

In this series I’ve talked about how most Pre-Need Sellers use the beggar approach just like the guy on the corner begging for money.  I’ve referred to bad positioning and how you want the toll position much like a toll roadway.  I’ve talked about Prospecting in the Olympic sized swimming pool versus a bathtub.  And, of course, I’d much rather Prospect in a bathroom sink (the smaller and more niche you prospect the more sales you make).  Most everyone thinks that the entire town they live in is prospecting territory.  The truth is that a small highly targeted list will net you much better results.

And, I’ve spoken about frequency of contact.  Most Pre-Need Sellers send one mailing or make one contact with a Prospect and give up.  I’ve laughed hysterically at Sales Associates who tell me (with a straight face) that they’d much rather call their prospects because if they send more than one letter they’d be bugging the prospect.  Yeah, right, like calling the Prospect out of the clear blue sky isn’t bugging ’em?

Today, we’re going to talk about magnetically drawing in your Prospect.  This approach is very similar to a Doctor’s office business model.  How many of you have ever had a Doctor call you to sell you on a two-for-one deal?  Bring in one other sick patient and your office visit is half price.

Probably not.

And, if you ever had a Heart Doctor cold-call-you, well, you get the point.  It ain’t gonna happen.

The way to magnetically draw in prospects is to develop a highly targeted list of prospects, communicate a message to your prospects, and deliver that message.

I’ve given examples of sending a mailing to a highly targeted list with a response rate of nearly 90%.  I’ve shared with you a strategy for staying-in-touch.  Begin today to change the way you think about Prospecting is the first step to success at selling pre-arrangements.  Magnetically drawing in your prospects is the only way to PROSPECT.

Chasing these folks is a tired method.  Cold-Prospecting is a dinosaur.  I used to hear people say this a while back.  That’s so yesterday!

Magnetic Prospecting is so TODAY!

Happy Selling!

David

I’ve put together a special page for you if you are not a MEMBER.  Remember, membership has many benefits.  Click this link to see the benefits:

 

P.S.  I’ve got a special treat for.  I’m giving the full version of 7 Secrets to Prospecting to all my subscribers on Wednesday.  BUT, in order to get it you’ll need the password.  I’ll send it to you Wednesday, March 18th, 8 am sharp.  If you aren’t a subscriber go to the top right of the page and subscribe before Wednesday and I’ll send it to you as well.  Subscribing is easy and best of all it’s FREE.

 

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