Yesterday I wrote a blog post about how you don’t want every prospect who knocks on your businesses door.
It’s the right sort of prospects you want.
A couple of weeks back I wrote an article on online marketing for an industry newsletter.
It resulted in 2 leads.
Prospect # 1: A guy who has emailed me over 12 times demanding free advice with not a please or a thank you in sight.
He’s also phoned me and wasted another hour of my time that way.
His last email was one where he wanted me to provide more free consulting advice on whether an offer he received from a local Google AdWords company was a scam.
My response, which ended with “Why don’t you look at your marketing from an integrated point of view and implement strategies that give you real, measurable engagement with your target market?” seems to have scared him off.
I’d much prefer doing great work for existing clients than waste time on a guy who:
- is kicking tyres
- values my time at $0
Prospect # 2: A fellow who has an understanding of the value of what we offer (he knows that he’;s missing lots of sales because his web site doesn’t generate 20% of the leads it could).
After a couple of phone calls this guy is set for a 1 hour meeting from which I’ll send him a quote for $4,000+ in work.
20 Prospect # 1 Would Send You Broke
let’s assume your marketing generated you 20 prospects like my Prospect # 1 each week.
That would mean your entire week is taken up giving free advice to someone who values it at exactly that.
The sooner you cut loose the wrong sort of prospect, the better your business will be.
Make sense?
Cheers
Brendon
Cheers,
