Targeting The Right Prospects

Finding and targeting the right prospects is crucial for the best success.

Whether you are offering restoration services after a natural or made-made or even a mechanical failure, providing emergency response solutions is vital. Supplying critical resources and understanding how to pinpoint and engage with the right audience can make or break your business. Here are key indicators that you are targeting the right prospects in the emergency disaster recovery business.

Most of the time it’s geographic.  One of the primary indicators that you are on the right track is if your target prospects align with regions prone to disasters. Most contractors focus on their ‘backyard’ and that’s very acceptable. Understanding the geography of disaster-prone areas allows you to tailor your services to meet specific needs.  For those contractors that like to travel to disaster areas, targeting regions with a history of hurricanes, earthquakes, floods, or other disasters ensures that your services are in demand and relevant.

Successful targeting in the emergency disaster recovery business often involves active participation in industry-specific networks and events. Engaging with organizations, associations, and conferences related to disaster recovery not only supplies valuable networking opportunities but also indicates that you are reaching out to professionals and entities directly involved in the field. Many of those that attend these type events want your connection, and they’ll engage with you or even give you losses.

Government and Municipal Engagement is tricky but can be effective in the right situation. FEMA and FEMA clients generally are not the type of client you will want to work for. Certainly, this is my opinion, based on many years of exposure to this type of client.

However, setting up connections with local government agencies and municipal bodies involved in disaster management is a strong signal that you are targeting the right prospects. These entities play a crucial role in coordinating emergency responses and recovery efforts, and being in their network can open doors to contracts and partnerships that are vital for the success of your business.


Your Tailored Marketing Messaging has to resonate correctly. The effectiveness of your marketing messages is a clear indicator of whether you are resonating with the right audience. If your content speaks directly to the challenges and needs of emergency disaster recovery, and if it highlights the unique solutions your business offers, you are more likely to capture the attention of the right prospects.

Understanding Regulatory Environment is also necessary for safe, effective, and legal compliance. Being aware of and compliant with the regulatory landscape in disaster-prone areas is a sign that you are targeting the right prospects. Disaster recovery often involves navigating complex regulatory frameworks, and businesses that understand and adhere to these regulations are more likely to be trusted and sought after by relevant stakeholders. For example, here in Florida, the State will fine you or put you in jail for not following their licensing rules.

Getting client testimonials and presenting case studies is a great way to highlight your correct efforts. Positive feedback from previous clients and successful case studies within the disaster recovery sector can serve as powerful endorsements. If your business has a track record of providing effective solutions and garnering client satisfaction in similar situations, it shows that you are targeting the right prospects who appreciate your expertise.

Adaptability to emerging trends demonstrates a capacity to adapt and incorporate innovative solutions to address evolving needs and situations. Since the disaster recovery landscape is vibrant and active, depending on whether you work locally, or travel to disaster zones, new challenges and technologies are constantly emerging. It indicates that you are not only targeting the right prospects but also staying ahead in a competitive market.

A successful disaster recovery business goes beyond providing services; it involves strategically finding and engaging with the right prospects. Marketers that are in tune with their companies’ targets can be successful. By considering geographic relevance, industry networking, government engagement, tailored marketing, regulatory compliance, positive testimonials, and adaptability to emerging trends, you can ensure that your business is well-positioned to make a meaningful impact in times of crisis.

Just don’t forget that what worked in 2015 just doesn’t work today (2024 and beyond). It takes special understanding of prospects and knowing the right words to say. Be ready to get some new skills so you don’t fall behind.

Nationally recognized coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Owner of BLOG


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