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Evaluate Your Prospects to Increase Your Yes-Rate

Evaluate Your Prospects to Increase Your Yes-Rate

August 15, 2016 | By Mandy Marksteiner | No Comments

Evaluate Your Prospects to Increase Your Yes-RateAre you chasing copywriting prospects, only to hear countless NO’s?

If it seems like you’re striking out too often, I have good news. It may not have anything to do with your skills, or the services you offer. More likely, it has to do with the prospects.

That doesn’t mean you have to completely overhaul your chosen niche. Instead, you might want to tweak your client list. But before you start, Joshua Boswell has some advice that will help you zero in on the right kind of copywriting prospects.

Joshua was recently talking to a new copywriter who had spoken to 600 prospects, only to land two gigs. Can you imagine how time-consuming and discouraging that must have been?

That particular writer was trying to work with event planners. He was a good writer, and wanted to know why his prospects were rejecting him.

Joshua asked one simple question. “How do event planners get their clients?”

The writer said, “What do you mean?”

And Joshua said, “Well, they’ve got to be in business somehow. Where do they get their clients?”

The answer was this… Event planners get most of their clients by attending trade shows, where they talk to people, and when they find someone who might use their services, they send out proposals. After the proposal is sent, they follow up and close the deal.

The whole process is done face‑to‑face, over email, and over the phone. And as Joshua pointed out to the struggling writer, copy is not used during any of those steps.

They don’t use direct response. It’s not the way the industry operates.

Many writers waste years approaching copywriting prospects who will NEVER become clients. When you’re starting a writing business, you can’t afford to waste time talking to the wrong people.

Learning to evaluate potential clients will help you to avoid wasting time taking a long and frustrating journey down the wrong path. Here are several evaluation criteria you can use.

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Mandy Marksteiner

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