1. The first thing I did before I even created the list was define the GOAL. What did I WANT as a result of my interaction with this niche?
2. Once I had that down, I worked backwards, using my ideas (hypothesis) on what it would take to get a response (FYI: this was a “cold” venture).
3. When I had the process I was going to take each person through, I created a tracking sheet.
...ok, chorus of groans...GO...
Now that’s over with, creating a tracking mechanism is important. Why?
- I knew where each person is my process. This kept me from wasting a lot of time...mine and my audience’s time.
- I knew when I could stop. The tracking sheet protected me from over or under working.
- Performance of my system. I knew which part of my process was performing, and what wasn’t. After a certain amount of data, I could look back and really see what was going on in my process.
4. Once I created my tracking sheet, I moved on to my messaging. What does this niche care about enough that will get them writing back to me?
5. Next, and since I was just doing research and didn’t have an offer for them, I offered to share my results with them. And I offered to share the solution I’d come up with to help them fix the problem.
After that my little program was complete, so I put it into motion.
You know what...I realize this is getting a bit long. I’ll be back tomorrow with my results from my “cold” market research!
Until then, let me know in the comments: What’s your biggest frustration in marketing and selling your chiropractic services?