BRX Pro Tip: What is Your Prospecting Strategy?
Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Today’s question, Lee, what is your prospecting strategy?
Lee Kantor: Yeah. I think a good prospecting strategy has some fundamental things that I’d like to discuss here. One is a clear understanding of who that ideal client is. Number one, you have to know who that person is and you have to know where they hang out. And once you kind of determine that and you get a handle of, okay, these are my ideal clients, this is where they hang out, now I have to come up with some sort of elegant and effective way to meet them in order to build a relationship.
Lee Kantor: And then, once I have that way to meet them and they’re into kind of my database or they’re into my circle, I have to have a way to keep following up with them over time. And there are so many automated solutions to that. And then once you have that going and they become a client, you have to figure out a way to get referrals and/or testimonials from them as well.
Lee Kantor: So, if you have a prospecting strategy that gives you that clear understanding of your ideal client, you identify where they hang out, you have a way to communicate with them in order to build a relationship, and then you have a way to move them into sharing their success with other people and/or helping you get referrals, then I think you have the fundamentals of a good prospecting strategy.
