Helping Publishers Sell More Books in More Ways
Hello Brian,
I’ve been doing some prospecting and was referencing my notes from the Webinar you did on this subject for SPAN on March 25th. Then I thought: “Hey, I should do a quick outline for your SPANnet Group.”
I thank you for this valuble information and I hope you (and others) will add to, change, or correct any of the following:
Prospecting is simply finding more potential customers to sell to.
Prospect by start out with a lot of people who might buy form you and qualify them.
Prospecting is a process:
Identify groups or organizations that might be interested in buying your product.
Search for names of individuals to contact.
Qualify them as prospects.
Prioritize them to determine order of contact
Prospecting Strategy:
Who is most likely to want your book.
Where would that person look for the book.
Where would that person congregate with similar people
To find more prospects, ask questions:
Who could use this information.
Where do they look for that information.
What are over looked segments.
Where do they look for information.
Who could use your information in unusual ways.
Who could adapt your content to their specific needs.
Who could use your content in large quantities
Lead Generation Methods
Cold calling
Mailings
Seminars
Advertising
Media appearances (you can prospect for these)
Networking
Referrals
Internet prospecting
Trade shows
Qualify your prospects
Eliminate those who are not prospective buyers at this time
Be familiar with market
Prioritize Your Prospects
Rank you MVP (Most Valuable Prospects)
Purchase large quantities (large dollar volumes)
Who are you familiar with
Customers with similar reasons for buying
You can contact by email or phone
Customers with knowledge of your book
Keep track / Keep Records
Follow Though / Follow Up
Evaluate
Rejection
Don’t take it personally
Be objective
Leave the door open
Learn from it
Resources:
Mailing List – www.directmail.com
Print Directories – www.directorylisting.org
Web directories – www.directoryofdirectories.in
Business associations – www.copernic.com
Professional Association search: www.weddles.com/associations/index.cfm
Trade Shows www.biztradeshows.com
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