Week 6 - Joint Ventures

A Sure Fire Way to Generate 25, 50, or even 100 Quality Leads Over the Next 8 Weeks

I can think of no other way to jump start and super charge your prospect base than to start looking into Joint Ventures.  

A Joint Venture is simply teaming up with a non-competing business that has the same prospects as you do and then working together to access those prospects

When thinking about possible Joint Venture partners, ask yourself these simple questions:

Who is marketing to my target - that's a not a competitor?   A house painter may find that there are landscapers, roofers, tree guys, fence/deck companies - all of whom share his target market.

A commercial landscaper might find that commercial power washing, building maintenance and cleaning companies, all have share common target.

You may find that you already know some of these companies.  Perhaps they're in your Chamber or a member of a networking group like BNI.

Now that you have some contacts, the list of possibilities is endless.  You could:

• Share marketing expenses.
• Exchange prospect lists.
• Work each others old prospects.
• Endorse each other to your current client base. (see the endorsement letter template to get an idea).
• Offer each other's services as a value added service
• Use your sales teams to sell each others service:  "Mr. Johnston, I noticed that your gutters are in bad shape.and as long as your getting your home painted, you might want to look into replacing them.  That's not something we do.but I know a great company..."

Who do you know?  How can you work together to grow each other's businesss?

It's time to get pro-active. 

Remember, if you want to keep getting the same results you're getting, keep doing what you've been doing.

Until next time,

I wish you much success,

-Mike

If you need help executing this or any other strategy - call me Toll Free at (866) 926-5100.

A Sure Fire Way to Generate 25, 50, or even 100 Quality Leads Over the Next 8 Weeks

Who is your Ideal Client?

Focus your lead generation on them.

Sounds simple but most don't do it.

Instead they focus on the tactic - like print ads, magazines, internet etc. and this is backwards.

Most people in business are happy to just have the phone ring a lot even if they have to wade through lousy prospects.

We have heard from plenty of our clients that "Valpak and Yellow Page ads only attract price shoppers" or "Service Magic leads are only reachable about 50% of the time" or "we aren't getting many calls from our print ads anymore".

All of these statements have some truth in them and there is one thing we know - there is not magic bullet in lead generation.

You need to use multiple ways to get the phone to ring (hence the 8 weeks we are doing..).

So let's go back to the initial question - What types of clients would you like more of? These are what we call your ideal clients.

Start with them. Where can you find bunches of them?  What do they read? Where do they go? Where do they work? What type of work do they do?

Let me give you an example from someone I met recently. He does audio and video installations - think big screen TV's. Here's what he did - he put up simple flyers on the community bulletin boards at the train stations that NY commuters use.

Here's what he offered - Even if you already bought your TV or other system - he would program it for you. He is very, very busy from this simple tactic that is basically FREE.

Let me explain why this is a great tactic:

• Most people going into NY are at work or commuting 12 to 14 hours a day.
• They have no time but they have some money.
• The last thing they have time to do is figure out how to setup that 52 Inch monster that somehow doesn't quite work as good now that they own it.
• It's FREE.

Last Thought - Think first about your prospects and how they buy what you sell, where they are likely to look to find you and what are your most profitable products or services. Now you are ready to match the tactic - print, internet, flyers, directories etc. to maximize your return.

If you need help executing this or any other strategy - call Mike Toll Free at (866) 926-5100.