4 Technologies CRE Brokers Need in 2017

The technological innovations that have occurred over the last few years have helped to make CRE brokers and agents more efficient than ever. These new technologies have given CRE agents the ability to store and transmit large amounts of data instantaneously, share it with an unlimited number of people, and quickly and effectively analyze the data. These recent innovations are quickly becoming some of the most important resources available to the CRE agents of today.

Being able to utilize all of the available tools can help to keep a commercial real estate team ahead of the curve, something that will help them to stay on top of market trends and continue to be a successful brokerage. Many of these new tools can help to decrease costs while increasing productivity – both of which are important to CRE brokers and property managers.

While there are a number of trends and advancements that promise to make 2017 a great year for CRE brokers, a few stand out as the most important tools in the business.

3D Imaging

Advances in three dimensional modeling technology have enabled real estate brokers to give their clients virtual property tours and include interactive models in their marketing schemes. These 3D virtual tours can help to give prospective buyers a feel for the property before they even set foot in the building.

In the past, this has been accomplished with 2 dimensional photographs, but being able do a virtual walkthrough of the property is vastly superior to the traditional method. This can help prospective clients narrow down their options in a short period of time when compared with the time wasted visiting unsuitable properties in the past.

Smart Sensor and iBeacon Technology

These sensors are an incredibly useful tool for anyone managing commercial properties – even when those properties are geographically distant from one another. They can track a building’s energy use and its flow of foot traffic and typical usage patterns. One way that this information can be used is to adjust the intensity of the overhead lighting based on the rooms current levels of light, increasing energy efficiency and decreasing costs. This information can also be used to better design future properties based on the way the current property’s features are being utilized.

Cloud Storage

The rising prominence of cloud storage has made utilizing and sharing data more efficient, with the stored files being more accessible to a larger number of people instantaneously. This technology is particularly useful when drafting contracts for the sale or rental of CRE. Instead of shuffling around time sensitive paperwork, each party involved can instantly access the document via cloud storage and use a virtual signature to approve of each portion.

Big Data

The term “big data” typically refers to an extremely complex collection of data that can be analyzed using computer software. These data sets would take months or even years to analyze by hand, but the new technological updates have allowed brokers to find patterns and trends in these large data sets quickly and easily. The data stored at ProspectNow can be used to predict who is likely to buy, sell, or refinance their properties based on historical data. This is a useful tool for CRE teams – knowing where to find your target demographic is half the battle -and big data can help to streamline this process.

14 Real Estate Influencers to Follow on Twitter in 2017

Twitter has over 300 million active users, making it one of the most popular social media networks in the world. Many real estate professionals have a Twitter account, but not all of them are using their Twitter account to its fullest potential.

In this day and age, it is necessary to have have a strong online presence in order to be a successful real estate broker. Following successful Twitter accounts can help you to make connections with other popular real estate professionals and give you tips on how to build up your own online presence. Read on to learn more about some of the most popular real estate related Twitter accounts.

#1. Stacey Alcorn

@empoweredpeeps

Stacey is the founder of LAER Realty Partners (@LAERRealty) and a contributor to the Huffington Post and Entrepreneur. Her connections afford her a far reaching platform that links together members of multiple industries.

 

#2. Sue Adler

@sueadler

Sue focuses mainly on real estate in New Jersey, but she has a customer focused approach to real estate that has helped her build a huge following.

 

#3. Gary E Acosta

@garynahrep

Gary is the CEO/Co-founder of the NAHREP, or National Association of Hispanic Real Estate Professionals. His Twitter account is filled with useful links and articles that can help educate clients on a variety of topics.

 

#4. Red Oak Realty

@redoakRE

Red Oak Realty has been working with customers in Oakland, Berkeley, and East Bay for 40 years.

 

#5. Benutech, Inc.

@benutech

Brilliant Real Estate Solutions focuses on software designed specifically to suit the needs of real estate professionals. They market themselves towards those looking for a competitive advantage in their market.

 

#6. Brian Boero

@1000wattbrian

Brian is a partner at 1000watt, a company that helps to market various real estate companies by giving them a stronger sense of branding and finding new ways to stand out above the competition.

 

#7. Matterport

@Matterport

Matterport allows real estate professionals to design and modify 3D models of homes, offices, and other buildings. Their software will provide clients with a way to explore a property from afar.

 

#8. Audie Chamberlain

@audiechamberlain

Audie is the founder of Lion & Orb (@lionandorb), a company that focuses on growing real estate companies and expanding their client base.

 

#9. Brian Copeland

@NashvilleBrian

Brian is the commissioner of the Nashville Farmers Market and a real estate professional with Village.

 

#10. StreetEasy

@streeteasy

StreetEasy focuses on New York City’s neighborhoods and homes and the trends in NYC’s local market.

 

#11. Sasha Farmer

@sashafarmer

Sasha works in Charlottesville, VA as a real estate consultant as well as a professional speaker and coach.

 

#12. Laura Brady

@LauraHBrady

Laura is the founder, owner, and president of a company called Concierge Auctions that focuses on luxury real estate.

 

#13. Amy Bohutinsky

@amybo

Amy is a Seattle resident and the COO of the Zillow Group (@ZillowGroup) which also controls Zillow (@Zillow) and Trulia (@Trulia), two of the most popular real estate resources on the internet.  

 

#14. PorchLight Group

@PorchLightGroup

PorchLight Group is a team of Denver based real estate agents that share information on a range of home improvement strategies and market trends as well as top properties in Denver, CO.
Whether you’re looking to develop your Twitter following or simply want to stay abreast of trends in the industry, this is a great place to start. Who would you add to the list?

7 Best Practices for Long-Term Client Relationship Building

Building long lasting relationships with your clients is one of the most important skills a real estate agent or broker can have. Many business analysts agree that it is often several times more expensive to attract new clients than it is to retain existing clients.

Fortunately, there are a few tried and true strategies that real estate professionals can use in order to maximize their client retention and develop long-term relationships. Here are just a few:

#1. Drip Marketing Campaigns – Drip marketing campaigns involve a series of automated emails that are sent out on a schedule. Keeping yourself and your business fresh in a contact’s mind can go a long way towards retaining their business and making them feel as though they are remembered.

#2. Personal Touches – Each client is unique, so if you can add a personal touch to a correspondence it can go a long way towards fostering a long-term relationship. Take the time to learn your clients’ preferences and adjust your strategy to work with their likes, dislikes, and potential concerns.

#3. Periodic Updates – It has often been said that there is no such thing as over communicating, and this is definitely true when it comes to long-term client relationship building. While you are moving through the real estate process, providing them with a steady stream of updates can leave them feeling involved and organized. A client that is well taken care of is more likely to return to you for help with their next real estate opportunity.

#4. Honesty – It is best to always be honest and transparent with your clients. A savvy client will know if you are trying to manipulate them and they will choose to take their business elsewhere.

#5. Providing Valuable or Interesting Information – Be sure to keep an open line of communication during and after working with a client. If you find a piece of information that may be useful or interesting to the client, do not hesitate to share it with them – even if it does not have an immediate benefit for you. The idea here is to reach out even when it’s not specifically to move along a transaction or to earn business.

#6. Rewarding Loyalty – It is easy to become focused on gaining new clients rather than retaining previous clients, but rewarding long term loyalty can be a great way to keep satisfied customers coming back for more. In real estate, this may mean thanking a client for their referral with a gift card or grabbing a casual coffee, just because.

#7. Form a Partnership – All of these things can work together to help you and your client form a partnership. When you have worked together for a long time, you will both work to help the other be successful. If your client owns a bakery, maybe you use them for your next open house. If they are a doctor or lawyer, maybe you add them to your list of service providers that you give to new residents.

These are just a few of the ways that you can build long-term relationships with your clients. What tips and tricks would you add to the list? Be sure to share your thoughts with us on Facebook.

Grow Your Email List: 10 Tried and True Growth Hacks

Has it been awhile since you’ve updated your e-mail database? Two years ago Market Sherpas conducted a survey that showed that your e-mail list “decays” by nearly a quarter every year.

Meaning, if you haven’t updated your email list in a year, it’s likely that a fourth of your contacts are out of date. Considering that e-mail marketing gives you the highest return for your marketing dollars, it’s time to pay closer attention to your email database. Here are 10 steps you can take now to begin growing your email list again.

10 Tried and True Email Prospecting Hacks

Here’s a bonus tip to get you started. Your subject line will determine whether or not your email gets opened or sent to the trash. Start off prospecting with a direct and succinct subject line that gets to the heart of why they should read your message.

#1: Clean Up Your E-mail Database

Outdated email lists get unsubscribe requests daily. Get rid of your outdated emails and then send your good contacts an email letting them know they can opt out while reminding them why they are on your list to begin with.

#2: Let Your Prospects Choose Subscription Options

Some of your prospects will want a weekly e-mail. Some want to hear from you every day. While still others could do with far fewer e-mails – a monthly subscription perhaps. Give your email recipients options for choosing their preferred e-mail frequency. They’ll appreciate it and be more likely to open the e-mails that you send.

#3: Give Your Prospects a Chance to Win Something

Whether you are giving away a $25 gift card to the first 10 signups or offering a raffle drawing for survey respondents, people love a chance to win something. At the very least, it will get more opens. Make sure you are giving away something that your prospects will want.

#4: Offer an Exclusive and Valuable Download

Unlike giving away something that may be totally unrelated to real estate, offering an exclusive but valuable download should be used to highlight your expertise in real estate. Have you written an e-book? Do you have a whitepaper that your prospects would find useful? Offer those as a free download for registrations or newsletter signups.

#5: Use Subscription Opt-In Boxes, Not Subscription Pages

Once your prospects are convinced to sign up, make it easy for them. Use an opt-in box – don’t make them click on a link to go to a separate subscription page. And don’t ask for an arm and a leg; a simple name and e-mail address plus subscription option will suffice.

#6: Share Compelling Videos from Your YouTube Channel

Do you have your own YouTube channel? If not, start one. People love video and are most likely to click on a video share than plain text. However, people don’t trust links from unknown sources. If your video is on YouTube your prospects will be less leery of clicking on it. Once on your channel, they can look around at your other video content.

#7: Highlight Well-Known Guest Bloggers with Link to Full Post

How many times have you read an article because the guest writer was someone you admire? Use that same strategy to garner interest in your web content to help grow your email list. Highlight the guest blogger (make sure it’s someone your email list will know and be interested in) with an excerpt. Include a link to read the full article on your website.

#8: Provide Access to a Webinar or Event that Shows Off Your Expertise

Your prospects want to know that you know your stuff. There is no better way to show off your expertise than with a live webinar or online conference. If you were a guest speaker at a big national real estate conference or you have a published book that you’ve turned into a webinar series, give your subscribers exclusive access to that content.

#9: Engage Prospects with a Quick Survey or Poll

Ask your prospects one to three poll questions and then share the results in a cool infographic. It will get a lot of opens if you personalize it; Subject line: “You spoke. We listened. Here are the results!”

#10: Make Your Content Easy to Share

Social media icons are not just for your website. Add a share button in your e-mail content for easy sharing.

Grow Your Email List with Actionable Leads

Make prospecting efficient while growing your email list with actionable leads. View ProspectNow’s database management and prospecting tools to find those prospects that are looking for you.

12 Must-Download Productivity Apps for Real Estate Agents

Time is money and with your busy schedule, the more ways that you can find to increase productivity the better. Here are 12 must-download productivity apps for real estate agents.

#1: Fast Listing Presentation Creation – Haiku Deck

With the Haiku Deck app, you can create beautiful and professional grade property listings that get attention. It can also be used for business presentations and to create sharable reports.

Twitter: https://twitter.com/HaikuDeck

#2: Quick Note Taking and Document Sharing – Notability

With Notability, you are never without paper and pen because this app puts all of your notes in one place. It’s much easier than pecking out notes on your phone and much more productive than carrying out bits of scraps of paper with notes on the. This app also lets you create and share documents, e-sign contracts, and more.

Twitter: https://twitter.com/gingerlabs

#3: Better Collaboration and Workflow Management – Dotloop

You are communicating with many different people all day long from real estate attorneys to lenders to contractors. You can communicate with them all on private or group channels. With Dotloop you can:

  •      E-verify and E-Sign Legal Documents Securely
  •      Upload and Share Documents with Your Team
  •      Manage Workflow and Daily Tasks
  •      Communicate with Prospects Too

Having an app that helps bring it all together so that you can access important information anywhere you go, making you more productive.

Twitter: https://twitter.com/dotloop

#4: Easy Networking App – AgentDesks

Agentdesks gives you instant access to over 10K agent and broker listings. When you post a listing, other agents in your network see it. When they post their listings you see it. Productivity goes way up because you don’t have to go out networking. Your network comes to you. Check out the AgentDesks App YouTube video ad.

Twitter: https://twitter.com/agentdesks

#5: Unifying Communication Platform App – DropBox

You can use it with any device. It works with any platform you are using. With DropBox, document sharing, photo sharing, uploads, presentation creation, and much more is done with efficiency and ease.

Twitter: https://twitter.com/dropbox

#6: On-the-Spot Document Scanning – CamScanner

When you’re away from the office but need to get a few documents signed, scanned, and sent, CamScanner is a lifesaver. With CamScanner you can scan and upload documents in a second, save as a PDF, crop, all from your phone app.

Twitter: https://twitter.com/camscanner

#6: Simple Real Estate Accounting App – FreshBooks

Managing your finances can be time consuming for many real estate agents. With FreshBooks you can track your expenses, send and receive invoices, create reports, and more so that you can focus your energy where it is most needed.

Twitter: https://twitter.com/freshbooks

#7: Handy Picture Taking and Editing – Snapseed

Edit property listings and enhance them for immediate posting on your website and social media pages. Snapseed is designed specifically for real estate agents to make creating high definition images for your listings and website much less time consuming.

Twitter: https://twitter.com/snapseed

#8: Advanced Video Editing – Splice

Again, as a real estate agent these days photos and video is your life. Splice is another video editing and sharing app made for real estate agents.

Twitter: https://twitter.com/splice_app

#9: Instant Push-Talk Phone App – Voxer

You don’t always have time to call. You are often in your car so you can’t text. With Voxer, you use it just like a walkie-talkie with all of your contacts just a simple click away.

Twitter: https://twitter.com/voxer

#10: Time Saving Password Keeper – LastPass

When you can’t remember your passwords, you can waste a lot of time trying to figure it out or resetting your passwords. Keep them all safe and in one place with the latest password keeper LastPass.

Twitter: https://twitter.com/LastPass

#11: Live Streaming Video App – Periscope

The trend today is more live video tours. Periscope is the perfect tool to help you share your properties live from anywhere on the globe to prospects everywhere.

Twitter: https://twitter.com/periscopeco

#12: On-the-Go Mobile Device Power Saver – Battery Doctor

Your mobile device is your life. Never run out of juice while you are on-the-go with Battery Doctor; a battery saving tool to help you increase Smartphone power when you need it.

Twitter: https://twitter.com/ksbatterydoctor

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3 Signs a Property Owner is Ready to List

Commercial real estate space is a completely different world from the residential market. It’s more complex, requires a knowledge of the market, an understanding of what to look for, and how to tell if a property owner might be ready to list their space. By watching out for these 3 market trends, you can better identify a potential prospect ready to sell their commercial real estate building.

#1. New Construction

As areas develop and grow, newer and better things often replace or out shine the older ones. In these instances, property owners understand the competing market and they anticipate that current tenants may want to move into a newer space. As new buildings begin their construction, current owners of commercial real estate space may begin to consider selling their building before their tenants move.

It’s important to note that as an agent, you need to be aware of upcoming construction before it begins. Once construction starts, many potential buyers will be wary of taking on an existing space when a newer one is coming. So make sure you stay in touch with local authorities and other local construction companies to get the scoop.

#2. Area Sales

As you know, area sales can greatly affect the timing of when and why a seller decides to sell a building or at least consider it. If a commercial real estate space sells particularly well, another property owner might want to take advantage of the comparable sale and hot market. This will allow them to receive a better appraisal value when trying to sell to a potential buyer. Another reason area sales are important is because it shows the area has interested buyers, especially if the building sold at a good price. Current property owners may want to take advantage.

#3. Shifts in Occupancy

Whether shifts in occupancy are for the better or worse, it often leads to a sale of commercial space. For cases where the space is completely filled with tenants, property owners can monetize by selling the building at a higher value since a potential new owner already knows it has current tenants.

On the other hand, when buildings become vacant, most property owners cannot afford holding on to the building due to costs associated with owning the space. This may include repairs or maintenance. As a result, vacant or low vacancy properties are no longer affordable and owners are forced to sell.

Finding Motivated Sellers

If you’re an agent looking to find motivated sellers, consider watching out for these trends and try to also think like a commercial real estate owner. What would motivate you to sell and why? Whether property owners are looking to sell due to fear or looking to cash in while it’s good, you’re ready to jump in and help.

With ProspectNow’s predictive analytics, along with being aware of these market trends, you can find the property owners most likely to sell or refinance. Our product provides phone numbers, building information, and more on over 30 million commercial tenants. If you’re ready to step up your commercial real estate game, contact us today and let’s talk about how we can help guide you to both properties and key decision makers.

4 Tips for Getting to the Decision Maker When Prospecting

Most marketing efforts take both time and money. For most of us, time IS money. This means that we need to ensure our efforts result in some type of reward, whether it’s a potential business deal, referral, or new contact for a future venture. With the amount of time we spend in meetings, on phone calls, or sending emails, we need to make sure we aren’t wasting our time speaking with someone who doesn’t have any decision making power.

Here are 4 tips to get you to the decision maker when you’re prospecting.

#1. Know Who You’re Calling

One of the most common mistakes made when prospecting is not knowing who you need to talk to. Imagine speaking to an operator (assuming you even get to a live person) and stumbling to figure out who you need to. In the business industry, we understand the importance of speaking to the right person for your needs and how difficult it can be to get through the first line of defense-the operator.

Do your research to ensure you’re confident when you call. This will help save time and hopefully keep you from being bounced around several departments, especially if it’s a larger company.

#2. Referrals

One of your best resources when it comes to prospecting is getting an introduction through referrals from previous or current clients. Think back to the many times you’ve met a financial advisor or insurance agent that you absolutely loved. Now, how many times did you pass their information to a friend or colleague? Probably more than you can remember.

Referrals are an easy way to get through the initial gatekeeper and in many cases, they may already be expecting your call. Take advantage of the current contacts you have and reach out for an introduction or referral. Unless your contact asks you not to mention their name, always use it as a way to connect. It also helps build some trust and familiarity.

#3. Use LinkedIn

LinkedIn has become a great source for prospecting over the years. With most business professionals on LinkedIn, there’s a high percentage that you’ll have a common connection or two. LinkedIn is also a resource for learning more about potential prospects such as where they went to school, what organizations they’re involved in, and what common connections you have. This allows you to have several options to connect with THE decision maker, including other employees within the organization to help you get there.

#4. Call Later

A common mistake is calling right at the start of the day. Keep in mind that decision makers tend to have their schedules booked in the mornings for meetings or calls. Decrease your chances of being sent to voicemail by calling later in the day.

Don’t get frustrated if it takes you a few times to perfect your approach. Test out different ways of getting to the decision maker while keeping these 4 tips in the back of your mind. Once you’ve gotten through the door, your focus can shift to keeping the door open by making sure you’re able to offer more than just a sales pitch.

Should You Social Prospect for Business?

Do you remember getting advice for your first job interview? We’re often told to do some research —that you should know a little about the company and the person you will interview with. Why? So that you’re better prepared to answer questions, and it’s a great way to spark a conversation or connection. Why should this be any different when you’re looking to generate new business?

When reaching out to a new lead or prospect, you don’t want to come off as cold —a salesperson making a pitch. Instead, it should be about making a connection and building a level of trust. To do this, it’s important to do your research.

Where did the prospect go to school? What projects or organizations are they currently involved with? Do you have any mutual contacts or friends? These little bits of information give you an opportunity to engage beyond “just” business.

Here’s how you can use social media to learn more about a prospect before engaging with them.

Who’s NOT on Social Media?

These days, it’s more uncommon for an individual to not have a social media profile versus those who do. Even company websites link to their different social media platforms via Twitter, Facebook, LinkedIn, Tumblr, and Instagram to help build their brand and engage with potential clients.

LinkedIn is a great platform to find out more about your prospect. Designed for the professional, it is known as the “World’s largest network with over 400 million strong” and gave us all the ability to build a professional identity online and to stay in contact with colleagues and classmates. It was also designed to help discover professional opportunities, business deals, and possible new ventures by finding common connections in your industry.

LinkedIn profiles allow colleagues and other professionals to view a snapshot of one’s resume’ including information such as education, experience, skills, endorsements, certifications, organizational involvement, volunteer experience, and even recommendations from peers.

Why is this important and why should you be using it to your advantage?

A LinkedIn profile can be used as a gateway to find common interest or connections, and a way to make the conversation more personal. For example, you and your prospect both went to the same college or are members of the same organization. Why not ask them about an alumni event or the upcoming meeting? It’s a conversation starter that can easily lead to the real reason you called. It’s also a great way to show your prospect that you want to know more about them and that you have similarities.

With so much information out there on social media, you’re sure to find information on your prospect. By doing so, you’re better prepared to approach or engage with a potential client, all while letting them know that you took the time to learn more about them and how you can help find or sell their next property.

If you’re interested in finding out more about prospecting leads and how to generate more business, make contact with us at ProspectNow and let our team show you how much easier the entire process can be.

4 Best Practices for Real Estate Email Drip Campaigns

With email being a common way to communicate and share information, it’s easy for an email to get marked as spam or immediately deleted by the receiver. How do you make it past delete? When reaching out to a prospect via email, there’s actually an art to it!

As marketing and prospecting have evolved, so have email drip campaigns. They have become an effective way to get information to a group of people without the need to send individual emails manually. If you’re unfamiliar with drip marketing, it’s basically an automated way to send out emails to particular groups or segments of people —and they can be scheduled over a long period of time (hence: drip campaign).

For example, if a prospect visits your real estate site and fills out your online form to get more information, you can automatically send them an email that prompts them to download your “Tips for Home Buying Guide”. If they download the guide, the next email could include content that relates to home buying. If they do not download the guide, the next email could remind them. The options are really endless.

When you’re looking to start a real estate email drip campaign, make sure you’re implementing these best practices to get the most out of your marketing.

#1. Understand Your Goals

When beginning any type of marketing campaign, it’s important to know and understand your goals and what you’re trying to accomplish. Are you hoping to get more traffic to your website? Are you looking to showcase a particular listing or neighborhood? Once you’ve thought about the type of actions you want to measure or improve, you are better prepared to design your campaign.

#2. Develop Your Message

There are many great real estate drip campaign templates out there, and many real estate CRMs offer template emails you can use to setup your next message. Just keep in mind that the more personal the message, the more likely it is to be opened. You can always edit the template to ensure it “sounds” like you.

#3. Determine Your Timing

Decide how often you need or want your message to get to their inbox without being a spammer. A slow and steady approach is usually the best approach, and there are a wealth of resources online that talk about the best times to send emails to increase your open rates. And, be sure you go back and look at the results of your campaign to determine if your timing is working.

#4. Reevaluate Your Lists

While it’s easy to put one contact in a certain category (say “buyers”), people change and circumstances change. More importantly, your prospect’s affinity to sell or buy change with their circumstances, so remember to set aside some time to reevaluate your list of contacts to periodically determine if you need to make changes to the type of campaign they’re receiving.  ProspectNow scores and ranks properties daily to prioritize which ones are most likely to sell and/or refinance.  This can help you determine the exact message and when to communicate it.

Communication is an important part of turning leads into clients. There’s a balance and art in being an agent offering valuable information and one that’s just spamming their inbox. Don’t be a spammer! Make contact with one of our professionals at ProspectNow and let’s talk about how we can help you target the right audience when you are designing your dream drip marketing campaign.

Improve Your Prospecting With These 6 Steps

Whether you’re a brand new agent or a veteran broker, it’s a safe bet that one of your struggle points is prospecting. This is the life’s blood of real estate; it keeps new opportunities in the pipeline, and time spent prospecting is an investment in the future.

It’s also often difficult, tedious, and frustrating. As with any task, refocusing and tweaking your efforts can refresh your prospecting approach. A few small adjustments can make the task easier, more authentic, and more fruitful.

Start before you begin

Your efforts to make contact will be more successful if you take the time on the front end to make sure that your brand is clearly defined. So, determine what specific markets you’ll be working in. Identify your “specialty,” and differentiate yourself from other brokers. What is your focus?

Study your prospects

According to CCIM, a good prospect has these qualities:

  • needs commercial real estate services;
  • know they need commercial real estate services;
  • has the authority to act on that need;
  • has the budget to back up that authority;
  • feels a sense of urgency to act;
  • knows your company and has had a positive experience in the past;
  • knows you and likes and trusts you; and
  • is willing to follow your guidance.

The more of these attributes a person possesses, the better quality prospect they are.

Be consistent

The importance of prospecting to your business makes it deserving of daily attention. Create time in every workday for this task. It’s advisable to take care of this early in the day, before other tasks begin to intrude on your time –and on the time of the people you’d like to contact.

Diversify

Use a variety of methods and channels for prospecting. You may despise cold calling (join the club), but it is still one of the best ways to reach out to potential customers. Remember that the cold call is just one approach, and the goal is to get a face to face meeting scheduled.

Another effective, and a little more gradual, way to make contact is to send a note through the mail. This creates a favorable impression and makes it more likely that the prospect will recognize your name and take your call.

Be receptive

Your first meeting, in particular, should be all about the potential client. Ask open-ended questions and encourage them to share concerns and experiences. Make note of their needs and interests and apply that information in identifying ways that you can help. Turn off your phone, eliminate distractions, and give that person your undivided attention.

Customize

Once you have the ear of your potential client, tailor your pitch to address their needs and concerns. This requires careful listening, and demonstrates that you are aware of their needs and interested in helping to meet them. A one-size-fits-all presentation is not impressive or memorable.

Prospecting may never be your favorite aspect of the job, but remembering these tips for best practice can improve your results and make the task a little easier to swallow.