Prospecting part 2: The Guru Factor

-






Mark Cuban attributes having a leg up on his competitors to the fact he reads everything he can get his hands on.
Today, knowing how the market is trending is easier than ever before.

The guru factor:

Arm yourself with knowledge.
Acquire information from reputable sources and then use that knowledge to start the second and subsequent (4-5) conversations you will need to sign your prospects on as paying clients.

A scenario to think from a different perspective:

If you know a person who obsesses about what car breaks down the least over time, who would you ask about cars that run the longest when looking for a car?
A random car dealer or the person you know who is always giving you free information and talking about what car is the best currently?
You would pick the person who is always talking about how you can save money by picking the right car.

The same tactic will work for prospecting your future clients.
Yes they can Google for answers but it makes consumers more comfortable talking to a person they know.

Be that person.

Prospecting that works never ends.
Conversational prospecting is free and will make your paid marketing attempts work even harder for you.
You need diverse ways of delivering the same message to stick with your potential clients.

Review:

Prospecting part 1: after the first "no" be bold enough to genuinely ask why to gain insight.
Prospecting part 2: arm yourself with reputable information that establishes you and your brand as a guru in your area of interest.

Comments

Post a Comment

Popular posts from this blog

It Takes Two to Tango

-
Getting your clients on the same page can be a challenge. It can be similar to teaching a couple how to dance. You can have the best music in the world. Provide the best stage. Showcase the dance floor with beautiful mood lighting. But if the two dancers refuse to tango together… There will be no dance. To have a Tango dance there have to be two partners dancing in sync with each other. Can you picture a Tango where the two partners both try and lead? Or worse, where no one leads? That is what it feels like where you have clients who are not on the same page for what is important when buying a home together. They often will look at you their agent and say the reason they cant make it to the “grand finally” is because of your failure at instruction. You should know better than to believe that . You cannot force a couple dance together. Similarly, you cannot complete a transaction with o...
Read more

Follow Your Gut: The real reason why you can trust a "gut feeling"

-
    “A gut feeling is instinctual.” It is either good or bad. That is often as deep as the explanation goes. We are going to go further so you can trust yourself even more… When you feel something in the pit of your stomach that is your bodies reaction to a stimuli that reminds you of everything you have come to know thus far in your life. All in a fraction of a second…whew! Everything that has ever happened to you has been stored in the Cortical Networks of your brain. And your brain sends a message to your stomach. The head makes decisions about a situation, and prompts you to pay attention. But the head is smart (redundant I know) The head is so smart it knows that it will out think itself I it doesn’t enlist help from the part of you incapable of doubt… And with your best interest in mind, the brain sends a command out. To your gut. By sending the memory related information to your stomach. Figuratively conceptualized as ...
Read more

To Grow Or To Stay

-
Image
The Dilemma  If you work hard and make the sacrifices others are either unwilling or unable to make... One day you will find yourself having to make an uncomfortable choice as a contractor. You will eventually reach a crossroads where you have to decide if what you are doing now is the most you will do. The main constraint at this juncture is that you are at the mercy of physics like the rest of us. You can only be physically present in a certain number of places in one day before it becomes very obvious you have maxed out your time. Something big is happening here that many people do not think about. Most people think that if they chose to grow they are putting a lot on the line. Sacrificing family time or temporary income to train people to help you grow but that isn't what will change. If you are at this juncture you have the juggling thing down. The fact you have a decision to make rather than one that way decided by a lack of business proves my point. No, something more is goi...
Read more