Marketing by Prospecting - a system of using marketing tools
with prospecting skills.
It is a strategy designed primarily for the small to medium
sized business that doesn't have a large marketing budget. Also,
for divisions within large companies that simply don't get the
big marketing dollars.
Marketing by Prospecting first involves preparing the variety of
marketing tools we use to grow our business. Then, the means we
use to get these marketing tools in front of our potential
customers is Prospecting skills.
Because the lines between Marketing and Prospecting tend to blur
quickly, why not just face facts - our Marketing work requires
Prospecting skills -hence, Marketing by Prospecting.
By the way, the reverse also has implications here, Prospecting
by Marketing©, but we will address that somewhat differently,
more on that later.
As I have been writing for the last few weeks, our efforts for
Prospecting in the Global Marketplace involve all the tools used
in both our marketing and prospecting programs.
If you have a budget for running TV or mass media campaigns,
this material is not for you.
By Marketing we are trying to get the world to know about the
products and services we offer.
By Prospecting we are trying to reach the individuals in the
world who can buy our products and services.
With small budgets, Marketing by Prospecting can be a very
effective use of our marketing dollars.
The marketing materials tools that we create and use are usually
- Flyers, Brochures, Pamphlets, Newsletters, Websites, and even
PowerPoint presentations.
Two additional Marketing by Prospecting tools that you should
consider areArticle writing and Public Speaking.
Writing articles and having them published is really easy these
days with the internet. Write about the various ways your
products and services are being utilized to the benefit of your
customers.
There are dozens of web article submission services that will
publish your articles and provide them to e-zines along with
your contact information including your website.
This may be the perfect way to get published, but realize there
are 1,000's of others doing this, so we aren't alone in this
market. But it does get your name and information out there. I
have had 15 articles published on 6 different submission sites
in the last week and they are popping up all over the place.
I entered my name in Google, and found a lot of my articles
listed. I don't have a feel yet for what this will generate
business wise, but it is another marketing tool and it is
absolutely FREE.
If you are able to get published in the "old style" standard
media, newspapers and magazines I suggest you take advantage of
them. I know these take time and effort, but pursue this route
if you like.
The web submission can be done right now, so give both a shot.
Speaking to association meetings, trade show conferences,
corporate meetings, and other events may not be for everybody,
but it is a tool I personally really like.
You will need to prepare a speech, of course. Then your
marketing materials will consist of a brief overview of the
speech and short bio telling why you are the expert on this
subject they should hear. Then you will need to use your
Prospecting skills to get that one page document into the hands
(or onto the computer screen) of the meeting planner, program
chairman, or who ever books the speakers.
Start off with small local groups, maybe ones in which you may
be a member.
So there you have it, the idea of Marketing by Prospecting.
Hopefully it is something we can all use to grow our businesses
using the tools of both skills. We will continue with this
discussion in the coming weeks.
Let me know your thoughts and ideas so we can all share in this
Brain Trust.
Sell Well and Often,
Bill Truax
Bill@BlitzCall.com
© Copyright 2006 WJ Truax
Blitz Call is a registered trademark of WJ Truax, Marketing by
Prospecting and Prospecting by Marketing are trademarks of WJ
Truax
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