Posts Tagged ‘expert from afar’

Going Outside Your Geographic Area for New Business

Saturday, July 25th, 2009

There comes a time when you have to decide if going outside your local market is necessary and wise. My experience has been that going outside can be one of the best things you could do. The physical location of your business is no longer as important as it was in the past. Doing business over the Internet is now quite normal.

If you still like to have the one-on-one contact a local relationship involves, here are a few tips that can be incredibly helpful for you. First, recognize that one of the most powerful things you can do is establish yourself as an expert in your field. You can do this with a direct mail newsletter, blog, website, or eZine (electronic newsletter.) When you send out informative articles and clips on a regular basis, you establish your credentials as an expert.

Secondly, use your existing customer base to make introductions for you. Go to your best customers and clients and ask them if they will help you develop some new accounts outside the area. Ask them who they know in their industry or field that would benefit from your services in the same way they have. Very few will turn you down.

Prepare a short introduction letter in Microsoft Word and give it to your clients to mail or email on your behalf. It should be written as if it is coming from your client. Don’t brag or pitch. It should say something to the effect that:

I normally don’t endorse other companies products and services, but today I’m making an exception. I want to introduce you to (your firm). They have done an amazingly professional job working with us over (some timeframe.) We’ve seen real tangible benefits by following their advice and using their services.

(your company’s) services may or may not fit in with what you’re doing right now, but I think this is a great match and I wanted to pass it on to you in the hopes they will be as successful with you as they have been for us.

In today’s tough economy we can all use new resources that will help to make our businesses better and improve our sales. If our success is any indication, you would be well served to talk with (You.)

When you’re endorsed from a distance, you gain immediate credibility as being “The Expert From Afar.” This is an incredibly powerful way of getting introduced, establishing your credentials, and shortening the sales cycle.

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