How to Build an Email List

MoneyIt’s Important for Business Brokers to Build
a Good Email Address List

Whether you use the Toons ‘n Tips service, use another service or do something on your own, it is highly recommended to have an email drip marketing campaign.  It can be timely, effective and economical.  But that means you need to be disciplined in collecting email addresses and regularly enter them into a database.

Building Your Email List

Make it a Priority – It will pay big dividends!

Many business brokers have not yet realized the value of consistently collecting email addresses and using them effectively.  This new technology has given us an opportunity to communicate with referral sources and prospects that was not possible just a few years ago.

It only makes sense to add every address possible to a drip marketing email list — any one who might give you a lead to a business owner who may someday be interested in selling his or her business.  This type of advertising can mean steadier revenues over a long period of time.

1. Here are the categories of individuals that we recommend you add to your list:

  •  Business Sellers – past & current
  • Business Buyers – past & current
  • Accountants – especially who have been in a past transaction with you
  • Attorneys – especially who have been in a past transaction with you
  • Bankers – Lenders
  • Business Coaches
  • Financial Planners
  • Consultants
  • Anyone who you have met at a Networking Event
  • Commercial Real Estate Brokers
  • Residential Real Estate Brokers
  • Commercial Insurance Brokers
  • Association Executives
  • Vendors to Small Businesses
  • Friends who may know Small Business Owners
  • Relatives who may know Small Business Owners
  • Business Owners & Professionals you meet at your Church or Synagogue

And of course put all Prospective Sellers or Current Sellers on your list.  Think of all those business owners whom you have worked with over the years that weren’t ready to sell their business.

2. Pay special attention to capturing all the email addresses you can get from this day forward and enter them in to your data base!

  • Always ask for email addresses when talking to potential sellers or referral sources.
  • At networking and social events – ask for business cards!
  • At meetings – ask for business cards!
  • Get in the habit of picking up business cards at businesses where you shop or eat
  • When you receive a prospecting email from another business, you might want to add them to your list.

3. Be Pro-Active!

  • Call all the attorneys and accountants you have worked with in the past, tell them you are updating your contact information and ask for their current email address.
  • Call any referral sources from the past and let them know you are updating your contact information and get their current email address.
  • In any telemarketing campaign for prospects, ask for their email address so you can keep in contact with them to help them maximize the value of their business.
  • When promoting a seminar for sellers or buyers by telemarketing, ask for their email address so you can send them an invitation about the seminar.

4. Always Hold Drawings!

  • If you give a seminar, hold a drawing.  Fill a bowl or a hat with business cards.  A good prize might be best selling business books.  And you can have the book store ship to the winners if you are on the road.
  • Anytime you have a trade show booth, be sure to hold a drawing.  Get those business cards!

Business Cards – the Rules have Changed!

It used to be all about handing out YOUR business cards (and of course you still should).  But now it’s all about getting THEIR business cards.  As any networking guru will tell you, you should always show interest in them and ask “how can I help YOU”?  And that makes it very easy to ask for their card in the process.

Even your elevator speech can be quicker (3 stories or less).  You just need to say, “do you have a business card?  I’ll drop you a note that will tell you more about what I do and even make you smile (with Toons ‘n Tips).”

But if they don’t have a card with them, give them one of yours and ask them to send you an email with their contact information.

“Shoot for the business card first, ask questions later!”