In my last blog I talked about the importance of building a healthy database in order to continually fuel business growth. Today’s blog is about HOW to build your database. In the 80’s the way to build your database was cold calling, you could potentially add 10 new people to your list daily, that is 50 leads a week, you do the math. While it was easier to add leads to your list the lack of technology made it very difficult to consistently drip on your list. You either mailed them something on a regular basis which is very costly and time intensive or you called them again. The sheer numbers made the calling a full time job. Today with cold calling becoming less and less efficient how can we quickly build a database of leads?
Probably the most effective method of capturing new leads is through seminars. Creating an opportunity to get in front of 10 – 30 new people each month can not only build your list but drive new business to your practice. Depending on your need and sense of urgency you can create your own program using your own lists or even a purchased list. For those more committed consider using a direct marketing company like Acquire Direct to do the work for you. Another way to use seminars might be offering your services as a speaker to local organizations and group events, this is certainly an excellent way to get in front of a larger group with less effort. As a guest speaker it is important that you have developed a method to collect the names and contact information from all the participants, this usually means offering something for free.
Advertising in a local paper can be an efficient method of gathering leads. I’m not talking about selling a CD, offer something that you can give away for FREE something that is of interest to those that are your target market. In order to recieve the report or free gift they must provide their contact informaiton. This is one of the more effective methods of adding new leads to your database.
An alternative method is buying a list and sending mailers but again this may be more time intensive costing you just as much when you consider postage and sweat equity.
Finally social media is becoming a more and more effective method in generating leads while marketing your practice. Becoming an expert at maintaining your social media sites may not be the best use of your time so consider hiring a company like Wired Advisor, they can enhance your effectiveness and receptivity of your media resources.
A fresh and healthy database can fuel your business growth for many years to come. If buidling your database becomes your focus consider it an important financial investment into the growth of your business. Odds are you will generate a tremendous return on your investment.