Do you do "Prospecting Hour?"
Hi Creative Professional,
Last month I wrote about creative pros who were "feeling the recession" and I heard back from a flood of people who were not feeling the recession at all. In fact, several were having their best year ever! (Read them here.)
So again, what's clear to me is that those who are doing their marketing -- come hell or high water -- every day (or at least a few days a week) are the ones getting the work.
Martha Retallick of Western Sky Communications is one of those. She told me recently about her daily "Prospecting Hour."
I don't know about the rest of this planet, but here in my studio, taking whatever comes along is a recipe for failure. I can't depend on business coming to me. I have to be a go-getter and go get it. That's why the first hour of every workday is The Prospecting Hour. That's when I make calls and send e-mails to cold and warm leads.
I've been in the design business for 15 years, and I've never had the luxury of depending on word of mouth. Instead, I've had to pick up the phone and ask strangers for their business. And, in my case, cold calling has led to the most lucrative clients I've ever had.
When we spoke in August, Martha had made an amazing 3081 phone calls, 80% of which went to voice mail. Of those, 99 prospects had expressed some level of interest (approximately 3% positive response).
In our 20-minute interview, she describes her target market and her simple process to find and reach them. She explains how she tracks her calls and actually recites her no-BS phone script.
But what's most impressive about Martha is her attitude (which you can hear most clearly in the interview).
Listen here or download the mp3.
What about you? If you need to cultivate that confident attitude or if you simply need guidance, accountability, feedback or a nudge to make yourself do what needs to be done, I'm here.
We can work one-on-one, in short or long bursts. Or you can join one of my marketing groups (new one starting next week).
Here's what another recent group member wrote to me:
Through Ilise's group program, I refined what tactics work for me. She helps you create a map and understand how important it is to do the upfront work to define your market. Applying what I learned from that initial phase helped me to focus and made that seemingly dirty little “M” word easier as part of an overall strategy.
I also cannot say enough about how great working with Ilise in a group setting can be. We laughed a lot and I’ve made contacts for life. Sign up now and walk away with greater clarity; that alone brings great confidence!
Maybe I can help you, too...
Until next time,
Ilise Benun
Your Marketing Mentor
(201) 653-0783
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