Preparing for Marketing Drops, Shoptalk Series -Episode #9

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how to identify your ideal prospect and create your ideal prospect profile, how to plan effective marketing drops and the significance of personalizing your marketing materials.

Episode Highlights:

• David thinks that today’s topic is something that most agencies miss the mark on. (1:46)
• David mentions that there’s a big difference between being lazy and being more efficient by using a computer. (2:02)
• Kyle says that cold calling is not going away and it is still effective, you just have to know how to do it correctly and most importantly, you have to plan your day effectively when you are doing it. (2:59)
• David shares a fun fact. (3:10)
• David shares a story about a friend request he received from the CEO of a lead generation company. (3:42)
• Kyle says that some of his bigger accounts or better wins came from just walking up and talking with them. (5:19)
• Kyle explains the significance of preparation and what they do to prepare, from the knowledge gaining aspect. (5:37)
• Kyle mentions that he uses an app called Road Warrior. (6:10)
• David shares that you need to have anywhere between three and five ideal prospects when identifying your ideal prospect, and creating your ideal prospect profile. (07:07)
• David mentions that in Reference USA, there is a button that you can click for competitors. (8:39)
• David says that he’s getting ready to start doing marketing drops again. (9:38)
• David thinks that it’s necessary to personalize the marketing materials when planning your drops. (10:09)
• David shares that he put his process in the book and it’s an easy place for him to reference. (12:29)
• David thinks that the majority of people can recognize the difference between somebody who’s a hack, and somebody who’s a professional and a good salesperson. (17:35)
• Does Kyle have other tricks that he wants to mention in terms of planning? (24:50)
• Kyle shares that you have to do the research on the front end to be able to know who you’re going in, and you need to know a little bit about their business. (25:02)
• Kyle mentions that being smart with your time is definitely, significant. (26:27)
• David thinks that to prepare appropriately to do marketing drops, you need to set your expectations accordingly. (26:52)
• Kyle thinks that it is essential to dress appropriately for what you’re doing. (27:38)

Tweetable Quotes:

• “Cold calling is a crucial part of any sales organization. It’s not going away, it never will, you still have to drive business by doing the cold calling. Of course, everyone would like to be handed warm referrals and those are a great source of new business because they’re easier to close for obvious reasons.” – Kyle Houck
• “When I go on a marketing drop, I want to confirm the decision-maker, the contact information for the decision-maker, and anything above that…is gravy to me.” – David Carothers
• “You’ve got to kind of mirror who you’re going in and that’s not to say, you know, prejudging businesses, because that’s not what I’m talking about here, but you want to be able to make them feel comfortable with you…even if it’s sort of a subconscious thing.” – Kyle Houck

Resources Mentioned:

• David Carothers LinkedIn
• Kyle Houck LinkedIn
• Florida Risk Partners
• The Extra 2 Minutes
• Reference USA