Searching For A Prospect Who Is A Porcupine

Many have heard my story of how a porcupine mates.  To keep it simple porcupines mate once a year.  If it doesn’t work at that time (the reasons don’t matter) porcupines will not mate again until the next year.

Purchasers of Pre-need are much the same for whatever the reason if a couple comes into heat and do not purchase (the why doesn’t matter) the mood will go away rather quickly and that’s it until something spurs them again.

This is another reason why cold-hard-prospecting is so ineffective and totally a waste of your time.  Hard prospecting is like searching for a needle in a hay stack.  Warm & fuzzy prospecting is the better way; the lazy man’s way of generating leads…and I would argue the most effective way to get sales.

One method of warm prospecting is to develop a list of people you stay in touch with on a regular basis…See:  How To Niche Prospect.

The focus today is the search for a porcupine.  It is really important to have a tight list of people who meet certain criteria and continually, relentlessly follow up.

How do you follow-up?

The goal is to produce no less than 10 newsletter a year, at least two direct mailing campaigns to your list.  Each direct mail campaign would consist of 3 sequenced letters and a post card.  Your list of Prospects will hear from you no less than 18 times a year (about every 3 weeks).

The goal is to produce no less than 10 newsletters a year, two mailing campaigns consisting of 3 sequenced letters each and a post card.  By the time the dust settles you will have contacted your Prospect about once every three weeks.

It is imperative you develop a tight list of Prospects.  Your prospects must have similarities and would operate better if they were part of your niche built from your natural market.

See:  How to mine your natural market.

The parts of Prospecting I recommend is to Mine your natural market, direct mail your list, and some very targeted response driven advertising.