Effective Prospecting
Turn a cold list warm with consistency
By ClientKeepersUSA- March 2024
Top of Mind Automated Client Marketing.
To speak with someone regarding your account or order call us directly at 303.460.1027 or contact us.
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To speak with someone regarding your account or order call us directly at 303.460.1027 or contact us.
Home | Automated Services | About | Contact | Instagram | Facebook
Effective Prospecting
Farm marketing is focusing your cold advertising dollars on a select market segment. It can be a lucrative endeavor and can eventually transform into a solid warm (read referrals) market. Here are some tips on implementing a farm campaign successfully:
Targeting Your Farm Market
The first step in farm marketing is to decide whom you want to target. To determine this, ask yourself if you are best suited to handle first-time homebuyers, newlyweds, or renters. Then ask yourself if a particular physical area works better than another for your business. Do you already have a lot of business in one area or would you prefer to market to the neighborhood you live in? Once you know who you want to market to, contact Unique, we can match the demographics you’ve chosen with a mailing list.
Determining Farm Size
There are several considerations when determining how large a farm to market to. Of course, you will want to consider your income goal, and what percentage of that number you expect to be generated by your prospecting. But you will also want to consider the number of phone calls generated by farm marketing and how many of those your business system can handle in addition to your regular workload. Finally, keep your income goals reasonable. Remember it will take several years to build substantial income with this marketing method.
How Often to Mail
Expert advice about how often to mail varies...“Don’t worry about sending too many cards. It’s not possible,” says Ralph Roberts of Realtormag.com, “The more you send, the more successful you’ll appear.” Authors of How to Farm Successfully - by Mail, Deborah Johnson & Steve Kennedy, suggest mailing to your farm market every four to six weeks. However often you decide to mail, the key to success is consistency.
Ten Tips on Farm Marketing
1. Don’t farm too many at once. Choose one or two areas and market repeatedly to them.
2. Ideally use postcards, they are more cost-effective and have a higher read rate.
3. Try and add some benefits to your mailings. Educate on your expertise, Sports schedule, etc.
4. Add photos to every piece you mail - they build trust and likeability.
5. Give clients a choice of how and when to contact you - email, phone, text, etc.
6. Mail first class so any bad addresses will be returned.
7. Keep your database cleaned up so as not to waste money on bad addresses.
8. Alert your staff/coworkers when the mailing will go out and how to handle responses.
9. Build trust first, and sales will happen. Soft-sell beats hard-sell.
10. With every call, contact, and email, differentiate yourself and your company as often and as many ways as possible.
Recommended Services-Visit Our Website For Details:
Farm LIst: Unique
AutoKeeper Postcard Campaign: RecipeKeeper | Vegetarian RecipeKeeper | DIYKeeper
CustomKeepers: Custom Design Ideas - Work with our in-house graphic designers to create a one-of-a-kind design that will fit your exact needs.
Print Newsletter: NewsletterKeeper
© 2024 ClientKeepersUSA and its licensors. This article may be reproduced only in its entirety. ClientKeepersUSA is a marketing company based in Denver Colorado that assists professionals in increasing their repeat and referral business as well as building professional referral sources and prospecting new clients. www.KeepMyClient.com
Farm marketing is focusing your cold advertising dollars on a select market segment. It can be a lucrative endeavor and can eventually transform into a solid warm (read referrals) market. Here are some tips on implementing a farm campaign successfully:
Targeting Your Farm Market
The first step in farm marketing is to decide whom you want to target. To determine this, ask yourself if you are best suited to handle first-time homebuyers, newlyweds, or renters. Then ask yourself if a particular physical area works better than another for your business. Do you already have a lot of business in one area or would you prefer to market to the neighborhood you live in? Once you know who you want to market to, contact Unique, we can match the demographics you’ve chosen with a mailing list.
Determining Farm Size
There are several considerations when determining how large a farm to market to. Of course, you will want to consider your income goal, and what percentage of that number you expect to be generated by your prospecting. But you will also want to consider the number of phone calls generated by farm marketing and how many of those your business system can handle in addition to your regular workload. Finally, keep your income goals reasonable. Remember it will take several years to build substantial income with this marketing method.
How Often to Mail
Expert advice about how often to mail varies...“Don’t worry about sending too many cards. It’s not possible,” says Ralph Roberts of Realtormag.com, “The more you send, the more successful you’ll appear.” Authors of How to Farm Successfully - by Mail, Deborah Johnson & Steve Kennedy, suggest mailing to your farm market every four to six weeks. However often you decide to mail, the key to success is consistency.
Ten Tips on Farm Marketing
1. Don’t farm too many at once. Choose one or two areas and market repeatedly to them.
2. Ideally use postcards, they are more cost-effective and have a higher read rate.
3. Try and add some benefits to your mailings. Educate on your expertise, Sports schedule, etc.
4. Add photos to every piece you mail - they build trust and likeability.
5. Give clients a choice of how and when to contact you - email, phone, text, etc.
6. Mail first class so any bad addresses will be returned.
7. Keep your database cleaned up so as not to waste money on bad addresses.
8. Alert your staff/coworkers when the mailing will go out and how to handle responses.
9. Build trust first, and sales will happen. Soft-sell beats hard-sell.
10. With every call, contact, and email, differentiate yourself and your company as often and as many ways as possible.
Recommended Services-Visit Our Website For Details:
Farm LIst: Unique
AutoKeeper Postcard Campaign: RecipeKeeper | Vegetarian RecipeKeeper | DIYKeeper
CustomKeepers: Custom Design Ideas - Work with our in-house graphic designers to create a one-of-a-kind design that will fit your exact needs.
Print Newsletter: NewsletterKeeper
© 2024 ClientKeepersUSA and its licensors. This article may be reproduced only in its entirety. ClientKeepersUSA is a marketing company based in Denver Colorado that assists professionals in increasing their repeat and referral business as well as building professional referral sources and prospecting new clients. www.KeepMyClient.com