How to Acquire More Leads

The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.

Here's how they rated the following techniques:

  • 100.0% for Referrals from clients, and non-clients
  • 69.6% for Contacting clients by phone, or in person
  • 60.9% for Seminars, teaching classes
  • 60.9% for Speeches, talks to civic, trade, and select audiences
  • 56.5% for Participation in organizations composed of clients
  • 47.8% for Printed newsletter, mailed or hand-delivered
  • 43.5% for Electronic newsletter, faxed, e-mailed, or on website
  • 43.5% for Writing articles for newspapers, magazines, or books
  • 34.8% for Professional public relations
  • 26.1% for Cold e-mailing, faxing, or mailing brochures, etc.
  • 21.7% for Working with the media
  • 17.4% for Cold calling, by phone, or in person
  • 17.4% for Website focusing on you, and your business
  • 8.7% for Directory listings
  • 4.3% for Advertising in newspapers, magazines To improve your prospecting reallocate time or money that you've been spending on techniques in the lower part of the list to those you have yet to try in the upper part.

    The easiest one to add is a newsletter. Start by buying one where you can print or email it to clients, and prospects.

    Then ask clients you've been sending it to for referrals. In the first issue to these referrals include a note that says "Bill Smith told me you'd find my newsletter useful".

    To maximize referrals work in a niche market. If you deal mainly with dentists, for example, they know other dentists to whom they can refer you as someone who specializes in advising dentists.

    Your seminars, speeches, newsletters, etc. can also target their needs.

    Successful prospecting is an ongoing regular process. It's the raw material, the ore, from which sales are made.

    So make prospecting your primary daily activity.

    Copyright 2005, Donald F. Pooley, Inc.

    Don Pooley has shared his marketing know-how with audiences in major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine, TIP. Subscribe at, or get free article downloads, and redistribution rights info at

    In The News:

    This RSS feed URL is deprecated, please update. New URLs can be found in the footers at


    These 10 Earth Day sales will save you some green
    And retailers that offer refurbished goods will typically sweeten sales during Earth Day to encourage recycling, she added. And discounts might help people make eco-friendly purchases they might otherwise disregard. About four in 10 Americans would buy ...

    This Week: New home sales, Facebook earns, GDP
    Seattle Times
    A look at some of the key business events and economic indicators upcoming this week: SALES REBOUND? Despite a dearth of homes on the market, sales of new U.S. homes have been declining lately. Sales slipped 0.6 percent in February, the third straight ...

    and more »

    Bradenton Herald

    Parkland mass shooting spiked gun sales in Florida. But are Manatee gun shops seeing same effect?
    Bradenton Herald
    While gun sales have surged in Florida in the more than two months since the mass shooting at Stoneman Douglas High School in Broward County, local gun shops in Manatee County say sales have remained steady. Across the United States, mass shootings ...

    and more »

    Local home sales, prices remain on upward trend in March
    Winston-Salem Journal
    Home sales and prices in the Winston-Salem metropolitan area increased solidly again during March, according to data provided last week by the Winston-Salem Regional Association of Realtors. The Winston-Salem metro contains Davidson, Davie, Forsyth ...

    and more »


    Ask Billboard: Ariana Grande's Career Album & Song Sales
    "Meant to Be" has crowned the airplay-, streaming- and sales-based Hot Country Songs chart for 20 weeks and counting, the third-longest reign in the ranking's 59-year history. It's led Country Digital Song Sales for 18 frames and Country Streaming ...


    China Electric Car Sales (March 2018)
    After the usual off-season (January and February), March came and electric car sales surged to 59,000 units in China, up 85% year over year (YoY). Quarter 1 2018 sales doubled compared to the same period last year, to over 122,000 units. Consequently ...

    and more »


    Jaguar E-Pace, Small For The US, Will Struggle For Sales
    CLIVEDEN, Berkshire – Sales of Jaguar's smallest SUV, the new E-Pace, are getting under way in the U.S., and while initial sales forecasts have been lifted a bit, it will find it hard to compete there because it is priced a bit too close to the bigger ...

    The Verge

    Last call on Amazon Echo discounts, sales on smart TVs and a Verge exclusive deal
    The Verge
    Between robotic vacuums, voice-activated light switches and virtual assistants, the smart home tech business is booming. As smart home devices are becoming increasingly ubiquitous, a hub from which to control your various gadgets is a good idea. We ...


    Apple sinks on fears of slowing iPhone sales
    Shares of Apple fell more than 3% Friday, and they are now down nearly 5% this week. Apple's stock has given up its gains for the year. Why has Apple suddenly turned sour? Growing fears that Apple (AAPL) will report sluggish iPhone sales when it ...
    Wall Street Has iPhone X Sales Jitters, But The Facts Aren't InFast Company
    Morgan Stanley: Apple stock may fall on 'materially' weaker iPhone sales, but then it is time to buyCNBC
    iPhone sales this quarter may see a sharp decline – BGRBGR
    Los Angeles Times -Bloomberg -USA TODAY
    all 260 news articles »

    Chicago Tribune

    Tech entrepreneur Sales-Griffin says he 'bombed this speech' in Chicago mayor campaign kickoff
    Chicago Tribune
    When it was over, Sales-Griffin had not specified a single plank of his campaign platform, had trouble addressing audience questions and at two points said that Emanuel “was trying his best” as mayor, a comment that drew a few hushed groans. Sales ...
    Tech entrepreneur Neal Sales-Griffin announces mayoral bid ...Chicago Sun-Times

    all 3 news articles »
    Google News

  • First, Fast, And Foremost . . .

    First - being before all others. Fast - moving or... Read More

    A Little Something Special Goes a Long Way

    Keeping the 80/20 rule in mind; that is that 80%... Read More

    The Art Of Cold Calling

    I know, don't groan. You have to do them if... Read More

    Writing Effective Sales Messages

    A sales letter is a document designed to generate sales.... Read More

    Mortgage vs. Real Estate Lead Generation

    It is fairly common for real estate companies and mortgage... Read More

    Build & Protect Your Confidence

    I can remember the first time that I had to... Read More

    A Look at Store Fixture Parts

    Products for sale need to be displayed in a manner... Read More

    Impotent Questions - How Much Are They Costing You?

    Last issue we talked about what motivates people to buy... Read More

    How to Build Sales With Extended Benefits

    An area that can become profitable for many businesses in... Read More

    Selling with Purpose

    Selling With Purpose What is it about selling that makes... Read More

    Too Much Empathy Will Cost You Money

    Ever have a prospect start out your sales call by... Read More

    Customer Service Revival

    Value is in the Eye of the BeholderSales today is... Read More

    Closing Sales Is Not A Problem, It?s A Process

    In my opinion, the most overrated topic in sales training... Read More

    The Anatomy of a Sales Letter

    When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More

    7 Ways to Stop Selling & Start Building Relationships

    Sometimes we can all use a friendly reminder to keep... Read More

    Why People Use Long Sales Copy

    Have you ever wondered why some people use long sales... Read More

    A Quick and Simple Tip For Gaining Customers

    In the course of my career, I've had to deal... Read More

    The Trusted Advisor Relationship: What Is It, and What Should It Be?

    For the past months, maybe a year, I've been hearing... Read More

    Peak Performance ? What You See Is What You Get!

    Would you like an easy way to track the performance... Read More

    What Do Mobile Auto Detailers Clean When it Rains?

    A mobile auto detailer and their profits are tied to... Read More

    Sell More Products and Services with Testimonials

    Testimonials are all-important to sell anything. You may already have... Read More

    Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

    We all learned in Sales 101 we must follow up... Read More

    Flea Marketing Lessons

    A few days ago, I was signing copies of my... Read More

    The Benefits of Display Mannequins

    Mannequins are primarily used in stores to display clothing. A... Read More

    Handling Objections

    HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More