Low Cost Prospecting Strategy #1: Mine Your Natural Market
August 5, 2009 by David Dassow
Low Cost Prospecting Strategy #1
Mine Your Natural Market
This is by far the cheapest and most powerful strategy you can incorporate into your prospecting system. You have the most leverage (influence) over a small amount of people you personally know.
It is much like an archery target. The center circle is the desired outcome and off the center’s another circle and another circle. Most advertising is done outside the target. But when you mine your natural influence you’ve got a very powerful and targeted group of people.
Birds of a feather really do flock together
Your own sphere of influence has commonalities. We all tend to hang out with likeminded people. You know a lot about your own niche of contacts because you “ARE ONE”.
When I started in the business I sent a handwritten note to everyone in my natural market. Now, I’ll admit here and now, some of these folks I didn’t know as well as others but they recognized my name.
So, I sent out 468 letters telling everyone what I was now doing. 2 weeks later I sent out another letter handwritten telling them I’d be calling soon. This, by the way, is sequenced mailings. They are inexpensive and the letter is opened by 100% of the recipients (see Champion Endorser).
It took me a little time to write the note and all of the notes said pretty much the same thing but I gotta tell you; if you don’t have money you have time. I had time and did this 3 times over the course of 6 weeks all spread 2 weeks a part.
This is the simplest, most cost effective, productive form of Prospecting you’ll ever do. And, to keep the strategy consistent I placed these folks into my follow-up system, then my Stay-in-Touch Program.
I wrote a lot of business of this one strategy and you can also. Let me tell you a few other benefits to this strategy.
You can easily get:
- Testimonials
- Referrals
- Champion endorser
- New business
- Test your prospecting system
For more on Mining Your Natural Market click here
Happy Selling!
David…
P.S. Click here to get more on Mining Your Nautral Market
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Will the Mine Your Natural Market program work if you are in a cemetery in an area where you know no one?
The simple answer is PROBABLY. We’re all at different stages concerning our Natural Market. Some of us have been around for years while others months. I’ve made a post concerning your question. If nothing else getting the concept down and knowing what to do as you develop your natural market will help. Click here for the post