Prospecting Business Owners

Every company wants to target business owners to sell their products and services – and why not, they have many needs and disposable income. The million dollar questions are where do you find them and how do you grab their attention.

First, let’s get YOUR head straight on business owners. They are not “targets”, “prospects” or “statistics” – they’re PEOPLE – humans with emotions, families, thoughts and concerns. Their focus is building their companies, enjoying time with their families (wishing it were more) and exit strategies to enjoy the fruits of their enormous sacrifice and labor. They wake up every day with a lists of tasks to conquer – and tight schedules.

What you don’t see in the description above “like (or the time) to be sold stuff”. In fact, I find it annoying as hell when approached by an attacking sales person. I instantly close down and walk the other way. Treat them as PEOPLE, respect their schedules and you will at least get a sliver of focus.

Attracting them TO you

Business owners ARE always looking for ways to improve, organize, cut costs and increase revenues. They look at technologies and innovative ways to solve new and old problems. Get what I just said – INNOVATIVE ways to solve OLD problems.

Every company has the same issues, employees, sales, conversion, cash flow, growth – what does your company do to help solve one of these pains? Moreover, what cool, new, INNOVATIVE way do you solve these problems? How do you do it differently than everyone else – in less time – more efficiently – with lower costs – or higher returns? If these differences don’t come across in less than 10 seconds – you are forgotten…to many things to do – so little time.

Moths to a light

The difference in your company and everyone else needs to be GLARING obvious. In your marketing, in your website, the way you walk and talk – and the knowledge you spread across the internet.

Business owners spend time watching videos, reading blogs and tapping feeds. They follow influential people gleaning from their expertise – and putting into action. Are you providing such knowledge? Can they find read your blog, or even better, watch your videos (my preferred choice) to learn how to do something bigger, faster, stronger?

Share your knowledge, give away some of the cow. Gasp! I can’t do that right? Yes, you can for business owners are BUSY. If you give them some insight, show them some of your tips and tricks, they will HIRE YOU to do it FOR THEM. They don’t have the time or desire to do what you do; they just want it done. So give away some of your secrets, show them what you know, provide case studies and success stories and you will draw them in like moths to a light.

Steven Placey is the President of Rock Your Business Inc. an Innovative Business Growth Firm that focuses on assisting companies in prospecting business owners and sales conversion systems.

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Building raving fans online no matter what your industry…

It really doesn’t matter HOW you build a community of followers, it’s that you actually build one. Once people are following you, they be 1000% more likely to buy WHATEVER you are selling.  The biggest reason people don’t do it is simply because they don’t know what to say or what people will respond to in regards to their industry. No, people don’t want to read blogs or watch videos about insurance, or mortgages or many other industries.

Here’s an absolute fact: Whatever industry you are in or service you provide, does not limit you to WHAT you can show people online to build a community of followers that want to buy your stuff. Let me explain. Let’s say you sell insurance. Most people would start an insurance update blog or vlog (Video blog) hoping to keep people updated on the super exciting world of insurance. You may get a few followers – but you may invest a ton of time with little results.

Lucky for you – you sell insurance but you ALSO love fishing. You could start a fishing blog or vlog showing the lures and baits you use to catch certain fish. Share tips on weather, water qualities, forecasts, etc. Show yourself catching fish. Answer people’s questions about fishing and more. I’ll bet you will enjoy talking fishing MUCH more than insurance – and so would MOST people.

You could build a following of THOUSANDS with your fishing blog. People WILL ask what you do for a living….and you could tell them – I sell insurance – and people will want your help with their insurance. Why? Because they like YOU. They trust your advice in one aspect, so why not trust you in others? People buy people.

What do you really LOVE to do? What are you good at? What could you share with people? Ideas without execution is dreaming so think beyond your industry but most importantly get started!

Need help getting started? Need a strategy to make this successful for your business? Request a free chat with a Rock Your Business experts who can help answer your questions, generate ideas and help you get moving!


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