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How to attract a queue of hot prospects

How to attract a queue of hot prospects

Does it seem like it’s harder than ever for your small business to get noticed?

How on earth are you meant to attract more prospects amidst all that marketing noise?

And notice that we’re talking about attracting ‘hot’ prospects too

… If you’ve read the introduction to The Leaky Bathtub Marketing Method, you’ll know that I have zero interest in turning on the ‘cold’ tap. This is ‘warm tap only’ stuff!

Here are some ways in which you can start attracting more prospects to your business:

#1: How to get other people to deliver your hot prospects right to your door

‘Other people’ aren’t just any people. Nope, they’re your strategic alliance partners: they’re the key to bringing you a steady flow of new business, without you having to do much selling or prospecting:

So you’ve decided that strategic alliance partnerships are a good way to grow your business: congratulations! Now you have the big task of finding suitable companies to partner with: how do you do that? Here’s how:

#2: How to boost your word of mouth referrals

Many small businesses get 80% of their work through word of mouth referrals. Yep, oodles of clients delivered right to your door. But how do you accelerate the rate at which you get these referrals?

Networking meetings, that’s how. They’re a great way to getting more referrals – but what should you do to prepare for the meeting? After all, a little bit of preparation can make a difference to the outcome:

Your existing clients are also a potential source of hot prospects. Sure, you’ll probably get a trickle of referrals anyway, but you’ll get so many more if you have a referral programme in place:

Can your prospects find your website on Google? For many businesses, this has become a key way of attracting new customers.

Can your prospects find your website on Google? For many businesses, this has become a key way of attracting new customers.

#3: If Google can’t find you, neither can your prospects

To be frank, you can’t afford not to be found online:

  • 61% of global internet users research products online.
    Source: Interconnected World: Shopping and personal finance, 2012.
  • When researching branded products, 44% of online shoppers begin by using a search engine.
    Source: Interconnected World: Shopping and personal finance, 2012.
  • 75% of users never scroll past the first page of search results.
    Source: Marketshare.hitslink.com, October 2010

Fact: ranking well on search engines is no longer optional, it’s critical. (If Google can’t find you, neither will anyone else.)

So how do you do that? You do it with Search Engine Optimisation (SEO). It’s a term you hear a lot these days, but what is it?

One of the factors that Google looks at when determining your website’s ranking is how much time people spend on your website. They figure that if people spend a good amount of time on your site, you’ve got a good quality website. And Google loves quality, information-rich websites:

#4: How to let prospects ‘try before they buy’

Email marketing is a great tool for customer retention – but you can also use it to attract new prospects to your business. (Especially if you’re in a service business). They can get to know you and your business through your email marketing.

To do that, you’ll need to let prospects sign up for your newsletter on your website. Here’s how to maximise the number of sign ups you get:

And here’s a sneaky bonus tip for you: you shouldn’t ask prospects to ‘subscribe’. It’s an off-putting word. Discover a better alternative in this article:

These methods of getting new prospects give good results – no yucky cold calling or expensive advertising required!

What’s more, once you get these things in place, they’ll be giving you returns for a long time to come. (Unlike an expensive newspaper ad, which will be a fish and chip wrapper tomorrow!)

In fact, they’re the exact marketing tactics I’ve used to grow my own business (and my clients’ businesses)… so I know that they work! 🙂

Cornelia

Cornelia Luethi BSc (Hons), DipM
Marketing consultant and author of The Leaky Bathtub

Let me, Cornelia Luethi, show you how to stop your prospects from leaking away!

Let me, Cornelia Luethi, show you how to stop your prospects from leaking away!

I regularly write fresh articles on attracting more prospects!

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