Dec 17
2018
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Understand Your ProspectsPosted by Steve Marr in Untagged |
I spend time marketing a damage restoration business to prospects. I visit insurance agents, property managers, apartment building managers as well as managers of assisted living facilities.
If I'm not careful I would make the same pitch to an insurance agent that I make to the assisted living manager. Instead, before I make my initial call; I check out the business online. How long have they been in business? Do they have a special focus? If I am able to identify the owner, can I learn anything about them from LinkedIn or Facebook? When I make my initial inquiry, I check out the office. Are papers scattered? Is the space disorganized? My approach may be different for a disorganized manager than when I see a clean, well-organized office.