Thanks to the coronavirus pandemic, we’ve gotten used to social distancing and the alternate ways in which we now must communicate with new underwriting prospects: Zoom meetings, emails, and e-newsletters. The challenge is to stand out from all of the other media salespeople in your market who also are working to get the attention of the business owners and decision-makers that you’re pursuing.
When you need to get close while keeping your distance, here are ideas to establish and maintain connections and relevance while attracting new prospects.
Review what you’re currently doing.
What underwriting information are you sending to your prospects and how often are you reaching out to them? Position yourself and become a resource to your prospects. If you think you’re going overboard in your mailed or emailed communications, think about making your website’s underwriting pages the place for news, updates, and tips about underwriting, promotions, marketing, and advertising. Some businesses and prospects are knee-deep in alligators, so to speak, and don’t have the luxury of time. They may not have an annual plan right now. They’re doing what they need to do today. Make sure you provide them with information that can help them meet their challenges. All it takes is having one of your ideas or suggestions turn into a success for the prospect and you’ll have made a huge step forward in cultivating your relationship.