Hey welcome back. In this video we're going to talk about how to actually find clients and prospects more in the direct marketing approach. We've already talked about different ways to find prospects, through networking through more indirect approaches, friends and family referrals, things like that. You're going to find pretty quickly in any endeavor when you're using your friends and family or straight referrals from people you already know that you may get a little business from that and hopefully you do, but that list is going to dry up pretty quickly. And you're going to have to actually go out and start you know, finding businesses and prospecting. Now, one way they used to do it was people used to you know, put on their fur suit and tie and go door to door.

Which, you know, with with today's technology, I don't really recommend you do and in fact, a lot of people are kind of turned off I think from sales and Dealing with local businesses for that reason, because they don't want to be a door to door salesperson, which I completely understand. I don't want to be a door to door salesperson either. In fact, where I grew up in Knoxville, Tennessee, is our busy season was during the summer. And you know, you got pretty, pretty gross after a couple, you know, hours being out there. So I definitely don't think that in that kind of weather. It's very good to be going to businesses when your suit and tie.

But what I what I do recommend is using the internet and using different kind of categorized websites that already have all the customers there for you. And all these customers are already spending money on advertising. So here we are@yellowpages.com which is the online version of that that big book that they continue to drop off at my house, you know, every week that I don't ever need any more, but nonetheless, they still Will do. And there's also an online version which I would use if ever needed Yellow Pages. In this case, what I recommend you do is go in here and find different customers based on you know your location. So this is more of a direct way to do it.

Are you going to do is just come down here to the bottom, click on city guides on more cities and you can just go in and choose from the state and city that you're in where you want to go so let's just say Knoxville, Tennessee since we're kind of reliving that nostalgia so we come down here currently trending in Knoxville, Tennessee. Okay, so we've got more businesses here and more categories than we're ever going to need to talk to. But let's say that we wanted to target nail salons. What we do is click here on nail salons, Knoxville and here we go. We can have 121 business Okay, then we can target and we've got their website, we've got the name, we've got the address, we've got the phone number here. And here, we can just start making some calls.

And the best way to do it, I think, is to know call these sites individually, or call these call these companies individually, have some kind of quick, you know, quick pitch to get the person you need to talk to on the phone on the phone. A lot of times the person that answers the phone is not the person that you need to talk to. Okay, they're the person that's going to tell you that the person you need to talk to is in a meeting. They're going to tell you that because they're the gatekeeper and their whole job. Well, other than what else they do in the business is to make sure that the manager or the person that makes the decisions doesn't have to talk to anybody in advertising or sales. So typically, that's somebody that you do have to get by, however, and there's lots of different ways To do that, when I first got started, when I first got started in advertising sales, one thing we did was we had a, we had a pamphlet about a four page fax already prepared and we call, you know, we'd say that we were working with the school system, which we were at the time calling on behalf of the school system.

And I would just ask the gatekeeper, you know, is there anyone? You know, do you think your manager would mind if I faxed over some information? And they'd say, of course, you know, no, I don't think that'd be a problem. So I get the fax number, but then I'd also ask, you know, who do I make the attention to? And they tell me if it was, you know, Rick, or Carol or whatever. Now, I faxed over that information, which gives a little bit of a preview of what we're trying to do.

But now I actually have the person who I need to talk to have their name. So the next time I called a couple days later and followed up, I just asked directly for that person. So instead of asking for the manager or the owner The guy in charge of the gal in charge, she makes the advertising decisions. I just asked for Rick or Carol directly. And your likelihood of talking to Rick or Carol goes up about 200% when you just asked for them casually, okay, and then I, you have them on the phone. And now you can kind of go into your spiel about, you know, setting up a meeting and in asking them, you know what, what they're doing with their social media.

And if you do your research, you know, by going on yellow pages and looking into these people's businesses, you're gonna have a really good idea of exactly you know, what they're doing, right what they're doing wrong, you know, how you can help them and so on. Okay, so it's really important to have that, that's probably going to be something you want to know when you get them on the phone. Okay, so that's just a little quick way to find businesses to find prospects and then to get those prospects on the phone. You'll come up with your own creative ways to do it. Feel free to take take the way I used and that's a that's a great way to get get yourself, get your foot in the door, actually like that that way as well because you end up making a lot of calls, okay, you end up making a lot more calls during the day and getting your information out there a lot more than you ever would by just going door to door.

So that about wraps it up for this video. And in the next videos, we're going to talk about how to actually convert those clients into paying customers and actually, you know, solidify the deal and close the deal and start getting you on your way to making some money.