Guerrilla Prospecting: Getting Your Marketing Foot into the Client's Door

Guerrilla Prospecting: Getting Your Marketing Foot into the Client’s Door

It’s a seller’s market. The more clients you have, the more sales you make. The more sales you make, the more your business grows.

It doesn’t matter what you are selling. Whether its real estate, electronics, toilet brushes, you need to sell your products to eager customers. But first you have to find where those customers are, understand what it is that they need, and see if you can supply them with that product.

Sales tactics come and go. The days are over where you walked door-to-door, gave a knock and started with the same speech of, “Hello, ma’am! I am selling… insert your product/service here… and would like to know if you may be interested in making a purchase.”

Today, you’ll get the not-interested look and the slam of the door in your face. Other methods need to be taken to get that product into the hands of the customers.

What is guerrilla prospecting? Guerrilla tactics means doing the unexpected to reach your objective. Prospecting means locating those clients and customers who may be interested in your product or services. Combine both these methods as you create unusual ways to find people who would make the perfect customer.

The method of guerrilla prospecting involves planning and prospecting for clients. You have to go out and find the client, not have the client come to you by some off-chance on seeing your ad in the newspaper or online. But to do this, you have to have a clear plan on who your specific client is, the best places where you can locate them, and the best way in engaging their interest where they are scrambling to pick up the phone to buy your products or services.

1: Planning

Every entrepreneur knows that planning is the most important technique you use to reach your business goals. You plan out how to create your business, plan how to sell your product and plan out the budget so that you can bring in a profit.

Planning for guerrilla prospecting involves knowing the best market where your product or service will do well. You must know the benefits of the product and the niche buyers who would be the most interested in buying it.

Seriously, would you sell a BMW luxury car to a person who is a Ford truck fan? Of course not. Knowing who your clients are will help in your prospecting efforts in locating where to find your clients and how to make them interested in your product or service. If you don’t do this, then you will simply be wasting your selling time that can be better spent.

2: Prospecting

Once you understand your marketing niche, now is the time to do some prospecting. You must search for where your clients can come from, and the necessary information on how your product and service will fit that particular client’s budget and requirements. By collecting all the data you can about the prospective client, you can create the best approach for getting the client to make a deal with you for the product or service.

Clients can be found everywhere. Never limit yourself strictly to your company’s existing client list and referrals. You can find clients on the bus, in the grocery store or at the beach. Keep your eyes open and a notepad handy to jot down any information. Since you know who your ideal prospects are through the planning stage, you should be able to immediately identify them within the crowd. Hone in on them and collect your data.

With all that information now in hand, you can begin your guerrilla prospecting. You must become knowledgeable about your prospective client. Target in on how to properly create your sales pitch through how the client works with others.

Never just begin with the worn-out old sales pitch. Use an unusual approach in selling your product or service. Engage the client concerning his business, asking how his operations are running and if there are any areas that he would love to change. Be creative in your conversation, and ask a lot of questions. Listen to what the client has to say and understand how his business works. Once the client becomes relaxed, you can begin telling him about how your product or service could help his business out to improve operations.

Take the unexpected approach. If you sell cameras, go into a photography studio and speak with the manager concerning any specials they are having. Ask about the backgrounds they have. Then offer the photographers a free use of the cameras you are selling to see how beautiful the photos are when taken against the special backdrops.

Guerrilla prospecting. It’s the marketing tactic to use active techniques in locating clients and taking unusual methods to interest the client about every aspect of your product or service. Build your client list and keep expanding your business with this unique pitch.

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Tags: ActionCOACH, buyer, guerilla marketing, Jodie Shaw, marketing, products and services, real estate, sales tactics, seller