Update for Prospecting Phoenix Wednesday

For anyone that wants to multiply their business to business prospecting efforts, feel free to join us tomorrow morning. Check our Twitter or blog for the exact location. (We never get the exact location until the morning of Wednesday. However, watch for us on twitter or here for us to bost the exact location and time). There should be about 60 attendees at this event.

Today's Adustments to Sharing Prospecting Leads

After today's prospecting event, I realized that it was more efficient to just meet for Happy Hour/Water, rather than at Kinkos, because I could easily scan the business cards at the office, and then send the attachment out to all the participants of today and save us all the trouble. So we have now adjusted to this method. Today's event had about 40 participants out prospecting. We worked the Sunnyslope area, which yielded good results.  I was able to propose 2 clients directly, and of the 300 referrals I gave today, they included those that were moving, those that needed merchant services, tailoring, legal services, event planning, tax services, etc. Thanks to everyone that participated.

If you are interested in increasing your B2B prospecting by 500-5,000% with no extra effort or cost, read on...

I am sure everyone is familiar with affiliate marketing, and how it works. It has been around a long time with great results, but have you ever considered affiliate prospecting? We are finding great success with it as we unite the prospecting efforts in the business to business horizontal market.


Here is how it works. Each Wednesday, there are 50 to 60 of us from varying industries with consulting as the central theme that go door to door talking to business owners. Our message is that we can increase revenue or decrease costs for clients, or both.

We gather at the beginning of the day (9:30ish) for about 30 minutes, and teach each other our "elevator pitch/30 second commercial", and also learn what we need to start a conversation about each other’s businesses when talking to the business owners that day.

We each make a goal to gather 50 business cards that day as well as set 4 appointments…either directly for our own companies, or for the companies that we each represent that day. If we set appointments, we agree to refer the others into that business if there is a qualified need.

At the end of the day, we meet at Kinkos or Alphagraphics and insert our business cards into clear plastic business card holders in order to make copies of these business cards to give to each other. In this way, we each walk away with 500% to 5000% more leads than if we had prospected on our own. Afterward, we head to happy hour to celebrate our successes. (I go too, even though I just drink water, LOL).

Now, in my humble opinion, that is powerful enough, but the real magic occurs when each of us as prospectors realize that we are much stronger when we have 5 or more products to talk about. For example, when a business owner is not interested in switching their internet provider due to 2.5 years remaining in their contract, then I can talk about their web and graphic design needs, or ask how the economy is doing, and how it has impacted their receivables. This allows me to refer them to a commercial collections company. Or as another example, a merchant services agent can talk about the internet or web/graphics when he/she can't get the business owner interested in merchant services.

So, what gets exciting is that at the end of the day, we each have sold each others' products for each other, and as a result, average walking away each day with at least 3 solid business contacts from each other…This is in addition to the 50 biz cards X 50 prospectors = 2500 business leads to call when we separate ways, which is an increase of 500 to 5,000%. Not bad, huh? These numbers can become staggering, since the highest number of people we have had on Wednesdays in 65 so far. We would love to get it to 70 to 100 attendees if possible, and we will soon be adding Tuesday and Thursday, and will eventually have this event daily Monday to Friday for at least 4 hours each day. (Wednesdays are 9:30 to 3:30 currently).

Meanwhile, if you are interested, check Twitter on Wednesdays and daily if you get a chance to watch how we progress. You may also call me at 480-296-8554 if you have questions or ideas.









Happy prospecting and marketing!