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Return To Leads Article Archive   How to Acquire More Leads By Don Pooley The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually. Here\'s how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by phone, or in person 60.9% for Seminars, teaching classes 60.9% for Speeches, talks to civic, trade, and select audiences 56.5% for Participation in organizations composed of clients 47.8% for Printed newsletter, mailed or hand-delivered 43.5% for Electronic newsletter, faxed, e-mailed, or on website 43.5% for Writing articles for newspapers, magazines, or books 34.8% for Professional public relations 26.1% for Cold e-mailing, faxing, or mailing brochures, etc. 21.7% for Working with the media 17.4% for Cold calling, by phone, or in person 17.4% for Website focusing on you, and your business 8.7% for Directory listings 4.3% for Advertising in newspapers, magazines To improve your prospecting reallocate time or money that you've been spending on techniques in the lower part of the list to those you have yet to try in the upper part. The easiest one to add is a newsletter. Start by buying one where you can print or email it to clients, and prospects. Then ask clients you've been sending it to for referrals. In the first issue to these referrals include a note that says "Bill Smith told me you'd find my newsletter useful". To maximize referrals work in a niche market. If you deal mainly with dentists, for example, they know other dentists to whom they can refer you as someone who specializes in advising dentists. Your seminars, speeches, newsletters, etc. can also target their needs. Successful prospecting is an ongoing regular process. It's the raw material, the ore, from which sales are made. So make prospecting your primary daily activity. Copyright 2005, Donald F. Pooley, Inc. Don Pooley has shared his marketing know-how with audiences in major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine, TIP. Subscribe at http://www.eTIP.ca/, or get free article downloads, and redistribution rights info at http://www.eTIP.ca/Downloads/Publish.html keywords: leads generation | life insurance leads | prospecting techniques | business leads | insurance sales ideas Business Mailing List

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