OUTREACH MARKETING: WHAT TO SAY CHEATSHEET AND DOCUMENTATION
WHAT TO SAY
What to say will hugely depend on where you are going
Your delivery, sincerity, and creativity will set the mood for your visit. Express confidence and have fun!
Remember: Smile. Maintain eye contact and have a warm and approachable demeanor.
Have a great intro and a quick elevator pitch ready to go. Remember the value you bring. Check out our PRO TIP below for more on this.
This is more than just dropping off goodies, make it a quality visit that leaves opportunity for a follow-up. You are starting a relationship.
Keep it brief
Take a personal interest
Remember who you talked to so you can take effective notes
Don’t forget to document your efforts. It’s the easiest way to build a route or pass it to a team member to continue progress.
PRO TIP: A lot of people get nervous about outreach marketing, but remember that you have a lot of value to bring to a local business. Your community represents HUGE buying power. Think of yourself as an INFLUENCER.
For example, you might have 230 units at your community. Think about the number of families and the buying power that 230 families bring to a neighborhood. When you're walking into a business, you can also bring that up.
For example, if you were walking into an insurance agency, you might say something like, "I just wanted to talk to you. We have 230 residents at our community, and I know you have many clients. I'd like to see about partnering up for a relationship that's beneficial for the both of us. You could benefit from our residents and we can benefit from your clientele. Is that something you'd like to talk about?"
PLAN FOR THE UNEXPECTED ROADBLOCKS
What do I do when…
There may be occasions where you’ll run into obstacles or hurdles. Don’t fret! When you think ahead and your team has a plan in place, they won’t hinder your success. Below are a few examples and how to get around them.
No soliciting signs
Sometimes acknowledging the objection first gets you the upper hand.
“Hello! I’m ----from Sprout Apartments. I see your no soliciting sign, but no worries! We aren’t soliciting, we wanted to stop by and say hello. We have some goodies for your team to enjoy this afternoon too!”
We are too busy to visit right now
“I completely understand. I’m glad that business is going so well for you! Is there a better time for us to come back to a chat? We’d love to share some information with your team about our community. In the meantime, enjoy some goodies, on us! The flyer here has all of our current info - feel free to reach out anytime! We’ll chat later.”
Not interested
This is why goodies are such a must! Who can turn down sweets??
“We don’t want to take up a lot of your time, just wanted to leave some information about what our community offers that would benefit your employees and fill their needs”
Getting past a gatekeeper
“Hi! I’m from Sprout Apartments and I wanted to talk to someone about cross-promotion opportunities. Many of our residents look to us for local business recommendations. We’d love to chat about having a future event or discuss opportunities that will benefit both of our companies.”
Your Documentation spreadsheet:
Print this out before you hit the road so you can keep accurate notes along the way.
Click on the image to grab a copy of our outreach spreadsheet.
