I’ve long relied on this one tool for making money. It was the singular tool I used when I launched my “make money from home somehow” journey when my kids were infants. It was the tool I relied on to fill EACH and EVERY event I’ve ever created. It is the tool I am relying on today to fill my Advanced Training for Coaches, Speakers and Experts program. One tool, and its effectiveness has only proven greater over time.
But, this tool is often ignored by business owners and sales people alike. It is ignored in favor of mass marketing, blogging, you tube videos, branding and social media. It is ignored in favor of discussions about demographics, target market and “getting your name out there.”
My own business experience has led me to the following absolute truth:
Demographics do not buy.
Target Markets do not buy.
People, you know with names, addresses, phone numbers and — now, unlike when I first began — email addresses. People, with problems needing solutions, opportunities needing leverage, questions needing answers. Besides this finite truth, I learned quickly that getting my name “out there” costs money and time — both of which were on VERY short supply for this young mom starting out on a $50 business budget. Sure, I knew my target market’s demographics, but what good did that do me? NOT MUCH.
So, I developed the tool I use to this day: A hit list.
A list of names. Names of people. Names of people I could help. Names of people who should be my clients. Names of people who should attend my next event. Names of people I could reach directly, via any number of communication options. Names of people I can invite into a conversation. Names of people I could research, get to know, and provide a customized solution for.
Is it a bit of a rudimentary tool? A bit primitive? Maybe. It’s certainly not a SEXY tool to discuss, but it works like magic… if PROFIT is your goal. (If fame is your goal, you’re reading the wrong post. =) This is about making money fast.) A funny thing happens when you sell person to person vs. person to “demographic.” Your prospect feels heard, understood, cared for. They feel safe to make a buying decision. You make money. BUT, that’s not the magic.
The magic happens when… as a by-product of reaching those on your hit list and connecting with them and selling to them… you’re not only making money, you’re getting your name out to that always celebrated “target market.” So, EARLY in my business, I realized I had a choice to make:
I could pay money to get my name out there and WAIT and HOPE for sales and income.
I could sell to those I knew I could help, make money and — as a welcome by-product — get my name “out there.”
I chose the latter. So tell me, do you have a hit list? If so, how did you come up with the names on it?