How to Target Local Businesses
Posted on December 3, 2007
If you’re a professional public speaker and/or a business expert, you can develop a strategy that targets local businesses. (Of course, if you live in a smaller town, you’ll probably target the nearest big city.)
First, compile a list of the top 100 businesses in your area that meet your criteria. Next, craft a compelling sales letter that introduces you, your area of specialization, their likely key frustrations, and how you can help. Be sure to personalize each letter and include a copy of your book. If you think this is too expensive, consider this: CEOs and small business owners get tons of mail. How often do they receive a book? Do you think this might distinguish you from the rest of the “junk mail” cluttering their mailboxes?
Call or email to confirm that each received the package. Essentially, you’re “planting seeds.” These business owners may not need your service(s) right now, but if/when they do in the future, there’s a greater chance they’ll call you. As you develop new products and opportunities (like a new audio program, for example), be sure to send it to them. This list of executives becomes part of your “VIP list” (see below).
This post is an excerpt from the FREE Become a Best-Selling Author eBook, 60 Effective Strategies for Selling More Books. Download it here.
