I have a heartfelt plea to you. Please stop pestering your prospects. In this video blog, Lee Frederiksen discusses the importance of not pestering your prospects and gives you tips on how to get them to listen to what you want to say.

Transcription:

I have a heartfelt plea to you. Please stop pestering your prospects. What do I mean by that? Well, it’s something I’m on the receiving end from a lot of people, a lot of bad marketing, because it gets addressed to me. And I can tell you, some of the things that make people not want to read your marketing, not want to listen to what you have to say.

First and foremost remember, it’s not your prospects’ job to qualify themselves. So, these phone calls, “Hi, we just wanna schedule 10 minutes to talk about your need, and whether you’re a good fit,”. Not so much. I don’t have time to do your job, which is qualifying.

Second point. Give before you get. Give them something of value. Educate them. Give something that helps them understand something about the problem you can help them solve, and I think you’ll find them much more receptive.

The third point is give them a clue. Sometimes I get these things, so many of them, and you just have no idea what the product is, what it’s gonna solve, and why you should even care.

So, if you do these three things — respect their time, give them a clue, and help them understand, give them something that they can respond to and feel good about, I think you’ll find yourself having more success.

If you want to dig deeper and learn more about some of these strategies, we recommend going to the Visible Firm Course at Hinge University. It’s a great fit because it shows you how to increase the visibility of your firm, how to attract more recruits, and get more clients and become more profitable. Go to hingeuniversity.com/visiblefirm. We hope to see you there.

Lee Frederiksen, Ph.D. Who wears the boots in our office? That would be Lee, our managing partner, who suits up in a pair of cowboy boots every day and drives strategy and research for our clients. With a Ph.D. in behavioral psychology, Lee is a former researcher and tenured professor at Virginia Tech, where he became a national authority on organizational behavior management and marketing. He left academia to start up and run three high-growth companies, including an $80 million runaway success story.