Are you marketing to the maximum number of “Pinpoint Qualified Prospects”? If not, you have the opportunity to increase both your lead generation and ultimately the number of new customers instantaneously.
Market Reach refers to the number of prospects your marketing is reaching. Market Reach is only the first step in the Lead Generation process but it is an important one. We teach several methods for increasing Market Reach but the one I will touch on today is expanding your geographic reach.
We have a Computer Reseller client that saw business activity dramatically fall as a result of the recession – some of their competitors had sales drop by over 80%. Our client had highly effective marketing that kept their lost revenue to a minimum. But they wanted MORE. So they decided to expand their marketing to include additional states. The results lead to record profits for 2011.
How can you expand Market Reach geographically?
Have a brick and mortar business…no worries. Parents were unwilling to drive the few extra miles to bring their children to a leading Children’s Learning Center. They had great marketing, strong closing skills and incredible retention rates… but they were only reaching a fraction of their “qualified prospects”. So the company added “house calls” to their services which enabled them to expand their Market Reach into 3 additional towns!
Get creative and have fun coming up with ways to expand your Market Reach.
To Your Success,
Scott D Hallman