Know-How Exchange : Strategy

To be honest, if you don't want to spend anything, you'll get very little business ... your key tactics are around PR, DM, Face 2 Face and Online.

My "Opening Plays" can do well to encourage more business, and needn't cost too much, and provides impact.

PROPOSED ACTIVITY:
- Cross/Up Sell, highly targeted, serial campaign
- Pin-point, high value prospects
- Weekly mail drop of innovative teaser item with key product/business message that captures attention
- Makes the recipient more receptive to follow up activity
- Each mail drop consists of teaser item that has a perceived value accompanied by a inspirational business message

SUGGESTED MAILING SCHEDULE AND TACTICS:
Week 1 - send branded mug and biscuits with message, something about "taking things easy", "putting their feet up", "leave it to you" etc

Week 2 - send copy of a case study or letter emphasising your capabilities, experience and credibility.

Week 2 - follow up call from yourselves:
Ask if they recieved the items you sent.
Explore opportunities and areas of interest finish conversation by seeking permission to forward information on latest offers and further information on products prospect expressed interest in

Week 3 - mail current offers/literature relevant to prospect based on needs identified in call.

Week 4 - Follow up call again
This time seek interest in offers / services and book appointment to visit

Hope this helps, its extremely cost efffective and works incredibly well in the SME market.

Good Luck

This is the strategy I used and still utilize for for my clients in the same predicament.

I wanted to start my own marketing/distribution company. My start-up capital: ZERO. Partners?: ZERO. Industry/Networking Contacts and Colleagues? MANY!

Knowing what and who my target demographic was, I simply started scouring the Internet for company sites and sites with lists of companies within my demographic. After making a list, I created a brief, creative summary of my services along with a "vague" indication of who my contacts are and a "specific" explainantion on how they can benefit. It was created in the form of an email. Targeting the email addresses of the highest level contacts I could find, I blasted my proposal with the header "PLEASE FORWARD TO PRESIDENT/CEO! THANK YOU!".

In my proposal, I figured what better way to beat the competition than by initially offering my services for free ( on a contingency of a commission or compensation package should I prove my performance). The response was mind boggling! Within a week, my Inbox was full of responses. Now I have so much business I can hardly keep up!

How much did I spend (other than internet access): ZERO! The only thing I did spend was my TIME...which is arguable due to the popular cliche "Time is Money".

My rebuttal? "I agree!, I turned my Time into Money".

Of course, I was forturnate to have an "intellectual" product: services and creativity.

This strategy can be applied to a tangible product as well, although logically, a tangible product has to be manufactured and that is not free, but reaching out to your demographic can be.

Shoot me an email with more details on your product and perhaps I can assist you!

Good Luck!