What sounds easier to you?
Calling people, setting up appointments and trying to convince them that your services are beneficial to them…
Or receiving emails and/or phone calls from self qualifying prospects ready to hand you money because they are so excited to work with you?
My bet is on the later.
With traditional marketing such as cold-calling, in-person sales calls and direct sales pitches, you are pushing yourself on the prospect. This leads to the “slimy salesperson” feeling. You and the prospect will feel that you’re interrupting the prospect and infringing on their time.
On the flip side, if you have spread your message (think U.S.P. – Unique Selling Proposition) online and off, you provide value via articles, videos, & audio that your prospect can find when they are searching for a solution to their problems, and your current clients are generous with their referrals, you are pulling prospects to you.
Pulling prospects to you is much easier and doesn’t feel slimy and salesy.
Your assignment: Look at your marketing and see how you might be able to convert some of your push marketing, into pull marketing methods. One idea is to use a two-step method of drawing prospects to you. This involves placing an offer (online or off) that they need to request to receive. (See, they are requesting more info – pulling them to you and your offer.) This can be a special report, a discount offer, a intro session with you, etc.
Bonus tip! Anytime people request more information for your offer, make sure you add them to your list!