phase includes ongoing prospecting and outreach. We recommend reaching out to 5 new prospects every single day as part of your ongoing marketing plan.

The first step is clearly identifying who your ideal prospect is. Don’t make the mistake of saying “everybody” or “any small business owner.”

You want your group to be in place before you perform your database build, so you can leverage the positioning to increase the response rate.

On average, 29% of prospects worked through the process will agree to a phone call with you, on average. In some markets it has been lower, and in others higher. Regardless, the bottom line is that it works. This process involves sending a minimum of 4-5 messages over the course of 2-3 months. Each message is sent 2-3 weeks apart. The first 2-3

Make sure to adjust your profile slightly on both Facebook and LinkedIn, to make it clear that you are the founder of your group.

To achieve this effect, you’ll need to create your group on either Facebook or LinkedIn. They’re the most popular online networks, and we’ll talk in a moment about which might be best for you.

The key to getting a foot in the door, is to position yourself as somebody they know, like, and trust. People do business with people they have relationships with. If you want to generate more appointments, you need to develop more relationships.

When you’re reaching out to prospects, they’ll see that you are the founder of your group, giving you instant positioning and credibility. Doing this, you’ll quickly have hundreds of new prospects in your database who view you as a leader. And a marketing asset that will churn out leads for years.

Once you’ve identified and begun joining these groups, you need to spend some time understanding what kind of topics interest them and developing your Value Identifiers. These are the things your prospects and clients are interested in, the topics they care about, the stuff they’re into, and the things they identify with.