Recession Means Getting Back to Basics

Speaker Launcher

Well, back when I first entered the business, there was a process that we followed… ’call-send-call’ Call a prospect, discover their needs, see if they’re a fit, send over some information, call and follow up. George needs to get back to basics and start connecting with his clients and prospects in a meaningful way. Identify your prospects. Discover your prospect’s needs. This search engine on ASAE’s website can be useful.


Replace “how are you” to sell more

SpeakerSue Says...

Hi this is SpeakerSue and you and I were on the buffet line together at the ASAE meeting last month. Prospect: Actually, Sophie’s meetings are much bigger than mine and, who is this? Prospect: What did you do? Prospect: Who did you say you are?… You’ll be amazed at how much prospects will tell you once they feel that you care about them, instead of just pretending to. Whether it’s an email or cold call, saying “how are you&# is: A.

MPI 40

Marketing Through Speaking Engagements - Nolo's Legal Marketing Blawg

First and most importantly, speaking engagements give you a chance to personally interact with prospective clients without having them feel pressured to retain you, as they might at an initial consultation. Second, speaking engagements are efficient, because they give you a chance to make contact with multiple prospects all at once. Choosing a topic Try to identify timely or provocative topics that will attract your prospects attention and make them want to attend.