Use these sales prospecting tips for getting more new clients and referrals. http://www.gentlerainmarketing.com

1. 4 Free Prospecting
Techniques You Can Start
Using NOW!
To listen to the audio paste this link into any browser
http://users.macrobatix.com/msatt/prospectingwebinar.mp3
Mark Satterfield
http://www.GentleRainMarketing.com
S

2. With the economic climate being
as it is…
S The need to prospect for new clients is (obviously) at an
all time high.
S But…
S Having money to spend on marketing is an issue.
S Either don’t have it.
S Reluctance to spend it.

3. That’s OK as long as…
S You’re not using “the economy” as an excuse not to
invest in your business.
S There is business to be had now, and a lot of pent up
demand that’s going to come online in the next 8-14
months.
S So the smart play is to put marketing systems in place now
that will pay off both long term and short term.

4. However…
S If you’re short on cash and long on time, here are some
strategies you can employ.
S Caveat /WARNING!!!
S Long term you DO NOT want to have your marketing be
dependent upon your labor.
S The inherent problem with any labor intensive process is that you
will eventually get new business as a result….and thus you will
NO LONGER have the time to do “labor marketing”.
S This is the primary cause of “feast or famine”.

5. What I would do…#1 Linked In
S Linked in is great for online networking.
S 2 degrees of separation.
S Research individuals in very specific companies. Here’s how to
do this.
S Prepare some introductory emails:
http://www.gentlerainsalesletters.com/indexb.html
S Develop your list of targeted companies.
S Find a highly linked-in person with lots of one-degree of
separation contacts.

6. Does Linked In work?
S Yes, but it is extremely time intensive.
S After 2-degrees of separation the response rate will go
down substantially.
S You’ll also need some sort of spread sheet/contact
management system to keep the various relationships
straight.
S Salesforce.com
S Act.com

7. Prospecting Tactic #2
S Networking events
S I know…you already are doing them.
S But, are you at the right ones?
S Are you benefiting from your time there?
S Where to go.
S Small business.
S Structured vs. Unstructured (PowerCore/BNA VS.
Chamber/Rotary ect.)

8. What to say.
S Need to have your “introduction” prepared.
S Less “What you do”. More Benefits that clients get from you.
S “I specialize in working with (Group) helping them (Address
Certain Types of Problems.)
S Mark’s introduction…
S “Fundamentally, if you own a business of any size, I’m the guy who
gets you more new clients.”

9. Where to sit (Dinner/Lunch)
S Front tables the best.
S Portfolio trick
S But to pull this off you have to work fast.

10. Strategy #3: Speaking.
S Here’s the pitch…
S What others are doing (in a particular industry) to address a
problem.
S Format for Speech
S Problem
S Consequences
S Options
S Your approach
S Close with an “offer”. Use “take away” selling to increase interest.
S “This report will only benefit a small percentage…”
S http://www.gentlerainsalescloses.com/index2.html

11. Strategy #4: Writing
S Articles in trade publications.
S Great but L-O-N-G lead times.
S Focus on…
S Article directories (ezinearticles.com)
S Forums
S Create a blog connected to your website
S http://www.GentleRainAffluentMarketing.com/blog
S http://www.GentleRainSalesLetters.com/blog

12. Using writing to increase your
visibility
S Create two articles…one goes on ezinearticles.com the other
on your blog
S Minimum 30% difference in content.
S Use the authors box in your article to link to your webpage or
your blog.
S This is just one example of (method for solving a problem) and
there are many more. Which is why you sign up today to
receive my newsletter that shares practical ideas and
suggestions you can use immediately to (achieve a goal).

13. You need discipline to implement
these ideas.
S Set goals for yourself.
S One article a week.
S One speech a month
S 3 networking events a month
S 1 hour on Linked-In a day.
S 1 hour on the forums a day
S If you are focused and do this consistently you will get results.
S But just Dabbling at it will get you Bupkis/Nada/Nothing.

14. Ultimately you want to invest
S In an automated system.
S One that offers information/mini-
courses/videos/assessments/other interesting offers.
S That people have to opt-in to receive.
S Which then enables you to sent them ongoing messages on
auto-pilot.
S But if right now…You have TIME…These four areas are what I
would focus on.

15. Thanks!
S And as always please let me know if I can ever be of further
assistance to you.
Mark Satterfield
Gentle Rain Marketing
http://www.GentleRainMarketing.com
770-643-8566