The Pre-Need Seller and Drop-bys, part 3

From the email bag concerning drop-bys

 

This question came in. 

 

If you preach two-step prospecting why are you dropping by people’s house unannounced?

Good question…

First, if you’ve been a reader of this site for any length of time you know I encourage you to do a two-step-approach to prospecting.

The prospects I’ve been dropping in on have already done business with the cemetery.   Also, I sent a postcard mailing to reintroduce me and the cemetery before I dropped in.

It is a two-step approach using in-person and a mailing strategy.  We’ve already done business with these prospects and have a connection.

Which, by the way, is the best way to do business.  Most pre-need sellers completely forget about doing business with existing customers.  This is by far the easiest way to do business because your customer has already made a commitment and has a connection with your company.

But, of all the last century style prospecting out there I happen to like door-knocking.

Mind you, I don’t love it, but I do like it.

Nothing beats meeting a prospect face to face to determine if they are a lead.

A lead is someone who doesn’t own arrangements but open to discussing it.

See my starter package for more on tapping into your warm market of leads.

Getting rejected at the door from a prospect who isn’t interested is not near as frustrating as it is on the phone.

Most people have a door-mat that says “welcome” and most will be nice to you at the front door even if they are not interested.

But, another reason why I like door-knocking is ‘birds of a feather flock together’.

When you combine strategies you develop a synergy that makes your prospecting even more powerful.

Let’s take our current series on “drop-bys”.

Check out part one here

Check out part two here

Remember the idea of combining strategies?  I had researched people we’ve done business with but forgot about some 15 – 45 years later.

I further went through those files to locate likely traditional casket burials.

I used the on-line white pages to match the prospects who were still living in the same homes years later (stability) and made sure the ages were within my range.

I then map-qwested those individuals and grouped them together to make it easier and efficient to drop-by.

I even sent those prospects a postcard mailing a week before I began my drop-by test.

Now, I could incorporate another strategy of door-knocking the neighborhood where the drop-bys are grouped and the odds are those people would be interested in traditional burial.

Of course, the above statement may or may not be true.  The only way to find out is to test it.

However, if true, I have a new lead source that is within my target market.

The point is; I’ve now combined yet another prospecting strategy with the previous ones.

And, I could also send a postcard mailing to the three or four block radius of my drop-bys before I begin the experiment.

This is how we intertwine strategies of prospecting.

For some of you this might be a little higher level for others you’ll know exactly what I’m talking about.

So, if you’re brand new to this site check out the catalog page for starter stuff.

If you’ve been around awhile look for my combined packages of more in depth prospecting strategies.

Finally, if you are in-house sales think about how you can incorporate some of these strategies to what you already do.

It’s a heck-of-a-lot easier to add something to an existing strategy than to start from scratch.

Let’s say you’re in-house sales and will be following up on an at-need family in their home.

Why not send a postcard mailing to a three block radius of your family’s home and door-knock those houses when you go to meet your family?

Further, why not research a three block radius of homes (near your at-need follow-up home) that your cemetery/funeral home has already done business with and include those folks for drop-bys when you go to meet your at-need family?

The more you combine these prospecting strategies the more likely you are to create a snowball effect and bring in even more business in the next 6 months than the last 12.

Happy Selling!

David…

P.S.  Remember, YOU and only YOU make things happen.  No one else will do it for you.  So, why not arm your self with the latest in proven strategies and techniques designed to make you a very successful 6-figure-income-pre-need-seller?

Click here for the catalog page

P.P.S.  If you haven’t already become a subscriber why the heck not?  It’s FREE and I’ll send you a series of emails designed to equip you with the latest high level pre-need selling on the planet.

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