How to Get In Front of Your Pure Target Market Every Day!
When we say to our target market what they want to hear, you get what you want and they get what they want. A simple phrase with a simple meaning that works. It gives us a better than fifty percent chance of creating a new client every time we put it to work. It is so simple a statement that often the meaning is missed. When we can find ways to camp out where out target markets hang out, well, that borders on the line of being a super sleuth. Sure, expecting referrals from a trusted advisor can be great. Getting our own new leads from someone who qualifies as our pure target market is even better because this removes the middle man. The only way to make this better is if our target market walked up to the front door of our living space and said, “We need your help!” Just imagine walking into a room full of people with a tattoo on each of their heads that read, “I need your product and/or service now!” Read more to discover that Lynne and I found someone who has discovered the way to actually live adjacent to the driveway that his target market drives to five days each week!
Lynne needed to go to the local Social Security office to change her address and replace a misplaced card. Just outside the parking lot was a man, woman, pop up tent, signs, brochures, and an offer of Starbucks coffee (hot or iced.) The couple was offering an insurance program for Medicare Part C. Lynne and I have been so focused on target markets since 1994 when I became self-employed that we both had to know more of how they got this wonderful opportunity to be located adjacent to the office that their target market goes in and out of five days per week, seven hours each day.
Due to their insurance company compliance requirements I have left their company information off. When I queried them I met Dick and Jane, husband and wife who live in the house that their tent was set in front of. I discovered that Dick was an employee of this company which is something new to me. Most people I know who offer insurance products are paid commissions on initiation, receiving residual income from policies they place as the client renews their policy. In Dick’s case he is paid a straight salary. Five days per week, seven hours each day, Dick and Jane stand in their driveway waving at cars which enter and leave the parking lot. Besides the coffee they offer valuable information. You might think it starts and stops with brochures regarding their part C insurance plans. That is only a part of what they offer from their driveway. Dick showed us how we could save $50 per month on our Medicare part B through wellness strategies. He gave me an eight hundred number to call to register for an appointment when we are ready to sign up for Medicare Part B, even advising as to when to make an appointment (after 11 AM.) Understand this is the only marketing Dick and Jane need to do to attract the right prospects and generate more referrals.
The point of this is to demonstrate the power of knowing where your target market hangs out, getting straight to your source of leads. Even more importantly, we should understand that creating new products, asking for referrals from our referral partners only dilutes our investment of time. When you can get smack dab in front of your pure target market your sales potential has to increase as weighed against time invested in prospecting or waiting/asking for referrals.
Gerry Rose runs INTEGRITY Networking Solutions in Marana, AZ. He works with people in business who want to attract the right prospects and generate more referrals. More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Los Angeles, Riverside, Orange counties, California and now in Arizona.
Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability. Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops. His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.
Gerry has more than 20 years’ experience directing business owners how to grow their businesses. He is a networking dynamo. Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.
Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.
Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information. You can contact Gerry by mail at 15107 W. Wild Burro Spring Drive, Marana, AZ 85658. Direct dial (760) 439-4623; e-mail to gerry@integritysd.com. For more information, go to www.integritysd.com
