Prospecting – B2B, or Business-to-Business
So, you’re worried about the “do not call” list? Tired of working late nights and every weekend. Why not try prospecting with other business professionals at their establishments? How does this work?
1. Go through your checkbook or expenses and identify a list of businesses that you already patronize. For example, your:
- dry cleaner
- sports shop
- retail stores
- financial advisor
2. Next, take a look at your phone directory or drive through the downtown district. Make a list of everyone that you can drop in to see. If you visit when they aren’t busy you will have a captive audience.
3. Identify information you can share with them that will ensure they think of you whenever the subject of real estate is discussed with their clients and customers. This is not difficult.
- Every business, including theirs, has been affected by the recession.
- The economy won’t recover until real estate recovers.
- Therefore, their business won’t recover until the real estate market recovers.
By offering to share valuable information about real estate market trends, (found in your newsletters), you can help them gauge the success of their business during the coming year. And, don’t forget most of them own houses and will be interested in finding out what is happening with their single-greatest asset.
4. Hit the streets. Drop by their office with newsletters in hand. Introduce yourself and offer the following:
“Hi, my name is Al, with The Luxury Group, I’ve been doing business with you for several years now and I have to apologize. I’ve done extensive research on the real estate market and have found really interesting trends developing. I’ve been sharing this information with my clients because they want to know when the economy is going to improve and we all know that won’t happen until the real estate market turns around. It didn’t occur to me until recently that I’ve never offered you the information. If you’re like most local businesses, you too have been impacted by the downturn. I’d like you to have a copy of my recent report. (Take a moment to offer your comments).
If you would like, I’d be happy to keep you up-to-date with these trends. What is your best e-mail address?
By the way, if you happen to know of any other professionals that would like to receive this information or if you happen to know anyone that is thinking about moving, please let me know. I would be happy to help them.
With a little practice, virtually 100% of the people you contact will appreciate getting your updates. You now have a 24 touch annual campaign in place with dozens, or even hundreds of new people in your sphere of influence. At some point they will have a real estate need. Many are likely to contact you. Better yet, by staying in touch with business owners, you can teach them how to recommend your services every time the subject of real estate is discussed with any of their customers or clients.