Tuesday, October 28, 2008

Generating new business. Part 1

How do you get new business?

There are many strategies for getting new business... let's start with what I call the "sharpshooter".

You can design a fantastic mailing piece and mail it out to thousands of companies... this is what I call "buckshot". It means that you aim at your audience and hope a few hit the target.

I prefer the "sharpshooter" approach. By this, I mean I do a little research and send out a SMALL mailing to just a few people a week (via e-mail or snail mail). The beauty of doing a sharpshooter approach is that your letter to your target is very specific (because you did your homework.. you know you can help them and you can detail how and why). 

And here's the most important thing about the sharpshooter approach... you can do extensive followup. Think about it, if you send out a mailing to 1,000 people, how are you going to follow up on them? But if you send out 2 or 3 a week, it's easy! Plus it's very personal.

Bottom line: Put together a mailing piece for print and e-blast. Research who you feel you can really help... and send it out... then Follow Up!

No comments: