Question

Topic: Advertising/PR

How Do I Attract More Business??

Posted by Anonymous on 8/10/2009 at 10:19 PM ET 250 Points
My business partner and I recently started a public adjusting firm. We currently generate our leads from a purchased mailing list. Although it has shown profitable, I'm curious to other sources of homeowners before this well runs dry. How do I get myself in front of them??

Stephen R.
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RESPONSES

  • Posted by Jay Hamilton-Roth on 8/10/2009 at 11:52 PM Accepted
    Homeowner Associations (Condo/Apartment)
    Neighborhood Groups (Blocks, religious, social, etc.)
    Community Centers
    Community Colleges
  • Posted by Gary Bloomer on 8/11/2009 at 9:38 AM Accepted
    Dear Stephen R.

    Purchased list are fine, to a point. But the higher value lies in a list you create yourself.

    You could contact or partner with real estate agents, social and country clubs, housing associations, house painters, cleaning companies, moving companies, home décor department stores, interior decorators, electricians, plumbers, construction companies, dry cleaners, security companies, fire prevention advisors, window repair and renewal companies, landscape gardeners, professional organizers, and financial planners.

    Each one of these businesses has some kind of organization, forum, or trade group to which it is connected. Find as many or as few as you think might be appropriate and work with them on some kind of joint venture or cross promotional campaign.

    Offer discounts or special terms on loss recovery to their customers, offer to pass on their details to YOUR list. This way, you support other local businesses and they support you. This kind of referral network could be valuable in lots of differing ways. But mostly, it’s about generating relationships and using those connections to make more connections.

    I hope this helps.

    Gary Bloomer
    Wilmington, DE, USA
  • Posted on 8/11/2009 at 11:20 AM Author
    Mr. Bloomer, I have had the pleasure of reading several of your post, and and they have always been insightful and inspiring to say the least. We currently aquire about 30 new leads a month but I can't wait to post the new numbers after we implement your ideas. I thank you graciously!!!

    Stephen R.
  • Posted by Gary Bloomer on 8/11/2009 at 2:52 PM Member
    Dear Stephen,

    You are most welcome and I'm glad you find my posts worthwhile.

    The trick with making connections with new prospects (if there's a trick at all), is in positioning one's services (whatever they may be), SQUARELY in line with the compulsions of your prospect's or customer's strongest personal interest.

    This is something I learned from Dan Kennedy, and it's a million dollar idea—and particularly in your line of business.

    Don't bother aiming at people's preferences, aim at their compulsions—aim at the things that are most important to them. The better off your clients are, the more important (and potentially, the more profitable) this strategy becomes.

    Consider marketing to what their friends, family, and neighbours will think, consider marketing to the impact of their social standing, market to the importance to them of their Bentley, their prize winning cat, their expensive watch, their diamonds, their trophy winning dog, their new stove, their love of fine art or brandy or first editions, whatever it is.

    Tread wisely (as I'm sure you'd always do) but because you know your trade better than anyone, trust your gut as to what works and what might not.

    I'd welcome any news you might be wiling to pass on regarding any success you might have. I can't guarantee that my advice will work, but I think we'd both be thrilled if it bore some fruit for you.

    Let me know how your connections work out and again, thank you for your kind words.

    Good luck to you.

    Gary Bloomer
    Wilmington, DE, USA


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