How to Land Client #1

Let's say you have an idea for a business, you believe in it, and you're ready to start selling. Before you worry about all this high level marketing I talk about here on my blog, it's time for you to hit the streets first.

First, put together a 20 minute sales presentation that covers the problem you solve in the marketplace. Make sure to have a very clear order form at the end to take a credit or debit card number.

Click Here to Watch My Sales Presentation

Second, put together a list of 100 ideal prospects who have this problem you solve.

(i.e. The top 100 Real Estate Agents at Keller Williams Realty)

Third, call anyone who has good things to say about you and ask them to write a letter of recommendation that you're resourceful, trustworthy, and hard-working. Get 5 letters of recommendation.

Download a sample letter of recommendation

Fourth, mail these letters of recommendation to prospects every 4 days (20 days of lead time with 5 letters) to warm them up before making an introductory call. Put the 'recommenders' name in the return address line so it looks like the letter is coming from them, not you. This is called an endorsed mailing, and it's powerful.

Fifth, call everyone you know (friends, family, etc) to set up lunch appointments to explain your business idea and ask them who they can refer you to or if they know anyone on your ideal 100 list. Ask them to send their recommended prospect, if any, an email to introduce you and copy you on the email as well.

Sixth, call your ideal prospects after your letters of recommendation are mailed, introduce yourself, say you've been referred by the people who wrote your letters of recommendation, and you can help them solve a problem so they can make more money, save time, and life a better life. You have a 20 minute presentation that explains how it works, and you can do it over the phone or a webinar. Tell them if they would call you with a great idea for a business, you would take their call and listen to them if they were kind and brief – which is exactly what you'll be. You must be 100% confident in yourself, as you're the owner. Anything less you'll come off as a salesman who's just trying to hit quota and is making the 'dials' required of their sales manager. Stand up, looking into a mirror while you're on the phone, and smile!

Here's the hard truth – you will spend every waking hour of your day prospecting. You'll be making calls and sending emails all day long both introducing yourself and following up with prospects. In the evenings, you'll work on further building your list and recording your activities in a CRM software package such as HighRise to track your follow up.

Now go get em.....