How to Stay In Touch With A Prospect Until They Become A Porcupine

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February 7, 2009 by David Dassow 

Okay, for those of you who have opted-in to my FREE email updates and special reports who are not pre-need sellers I’ve got an easy way you can stay in touch with Prospects until they become a porcupine.  (And by the way, for you Pre-Need Sellers you can do the exact same thing).

First a reminder about porcupines.  They mate once a year.  If the circumstances don’t quite work out nothing happens.  They won’t even attempt to mate again until the next year.  Your Prospects are much like porcupines.  They can come into heat for a variety of reasons but if they do not act nothing happens.

Now, for those folks in Real Estate who have been emailing me (I guess selling plots is much like Real Estate) the same thing applies.  You’ve got potential customers who probably purchase once every 7 years (if memory of the last report I read on it serves me correctly).  And, though pre-arrangements are a one time sale the same can sometimes be said of Real Estate.

Here’s the tip.  Most of you use a your little sign posted on the front lawn of your listed homes a phone number and maybe even lead capture tied to it.  Instead of YOU answering the phone place them into a 24 hour recorded message.  Have them give you a snail mail address and send them your FREE report:  5 Mistakes People Make When Purchasing A Home In A Bad Economy.

For you pre-need sellers it becomes:  5 Mistakes People Make When Pre-Planning Final Arrangements & How to Avoid Them.

I’m taking about a lead capture approach where your goal is to get people to raise a hand in interest.  You capture their name and begin to mail info to them.  Most customers today are sophisticated.  Not necessarily in their approach to buying but more in their recognition of people trying to sell them.  A one step approach is what most realtors and pre-need sellers use.  This is totally incorrect.  The goal is to get your prospect to raise a hand in interest and begin sending info until your Prospect becomes a porcupine.  This is referred to as a two-step approach.

It is that simple.

Now, take a look at how you prospect or lead generate or whatever word you use to describe your Prospecting.  The concept is to have a phone number (preferably local) of which your prospect calls to hear a 24 hour recorded message.  What’s on the message you ask?  Make the  message a conversation with a happy customer of yours.  Basically a testimonial recorded.  Give your prospect an opportunity to request your free report.  Once you send your FREE report begin sending info every two weeks to start followed by monthly.

I recommend using your newsletter after the third mailing. 

Now, what you’ll discover is your Prospect is going to think of you as the EXPERT GURU of your industry.  Second, your Prospect will be calling you to schedule a time with you on your terms, your way of doing business.  Finally, it eliminates you chasing people.  Believe me they do not want to be chased by a Realtor or Cemeterian or Funeral Director.

This is one of the many soft-warm-fuzzy-Prospecting ways I talk about. 

Next week I’ll be emailing my Pioneer group with a special offer.  I’ve included a couple of extra bonuses just because you’ve been nicely waiting for me to launch.  Well, it will happen next week and I’ll send an email to let you know.  In the mean time if you are not on my email my question is WHY NOT?

It’s free….

Happy Selling!

David…

P.S.  When you sign up on my FREE email you’ll receive my Renegade PreNeed Seller Reveals
“7 Secrets To Boatloads Of Sales”

Just put your name and email in the top right hand corner of this page…

P.P.S.  By the way, I almost forgot.  Pre-Need Sellers won’t use a “for sale” sign on the front lawn of a house.  But, you can use advertising, direct mail, cash-flow surges, newsletter, postcards, and other techniques to drive people to your 24-hour recorded message.  The technique can work through the internet if you have a website.