onlinemarketing
15 Haziran 2010 Salı
Best 100 Marketing ideas
Best 90 Marketing ideas
Best 80 Marketing ideas
Best 70 Marketing ideas
Best 60 Marketing ideas
51. Practice, practice, practice. After years in this business, it is easy to become complacent. Prepare your presentation, prepare your close and prepare your follow-up.
52. Review your sales call ... both good and bad. Too many times we play the "ones that got away" over and over in our minds. But what about the sales calls that go right? We can learn as much from them as from those unsuccessful calls.
53. Stay current on the issues affecting your clients. Follow trends in the industry by faithfully reading leading industry publications and learn what others are doing in the market.
54. Be creative! Your senior clients will remember the little things that you do if they are original and creative. For example, a monthly calendar of local events is a good way to stay in touch. It can be mailed or emailed, depending upon the client.
55. Solidify the sale. Don't just deliver the policy you wrote. Reinforce the reasons your client trusted you enough to part with their money and choose you over the other advisors who have tried before you.
- Kevin Wedmore, president, A2Z Annuity Marketing, Inc.
56. Maintain a database of the people attending your seminars. This information can be very useful in determining whether a registrant needs to be removed from your mailing list.
57. Use queries in your database to determine which locations are providing you with the greatest or lowest returns on your marketing investments and then increase or decrease expenditures accordingly.
58. Have a client appreciation dinner for the purpose of building rapport with your clients.
59. Use client referral dinners to provide opportunities for clients to send referrals.
- Richard Berry, Berry Financial Group, Inc.
A committee approach
60. For years, we have utilized a group of independent, financial professionals to serve all of the needs of our clients. In effect, this is wealth management by committee, with one professional serving as the captain of the team and as the go-between with the other professionals. This has allowed us to successfully compete with large financial brokerages and the "jack of all trades" financial planner.
The key is finding the right professionals to team up with: You need an attorney, an accountant, an insurance professional and a financial advisor to start. We now have four attorneys, three accountants, one asset manager, three financial advisors, an IRA specialist, two long term care agents, three annuity specialists and various other professionals.
- Steven G. Johnson, director, Retirement Solutions Group, Inc.
Best 50 Marketing ideas
Berry' best
41. Set appointments at your seminars. Sign up people while the information and desire is fresh; a cooling-off period will leave you with fewer appointments set and kept.
42. Change is good. We are always willing to try new things. For example, an invitation that worked well for you over the past three years may not work well for you in the fourth.
43. Although change is good, make sure your changes are tested and that there is a review process to determine if the change was beneficial.
44. Make your own confirmation calls for seminars. Although most direct mail marketing firms provide a confirmation call service, you may want to make them yourself.
45. Tax check Just ask each client to review their form 1040 with you to uncover who's needlessly paying taxes on money they aren't using. An annuity may be an ideal solution for these clients.
- Michael Harrison, VP, annuity sales and marketing, AIG American General
The Wedmore way
46. Stop prospecting for clients! Spend your time prospecting with people who associate with the type of client you are looking for. For example, if you are looking for clients who are transitioning into long term health care environments, network with people in that field. They are dealing with hundreds of your ideal prospects every year.
47. Use what you know best to become the local expert on that subject. Use that knowledge to write a column in at least one local senior publication. Many of the free senior newspapers that are available outside discount and grocery stores will let you write an article if you purchase a small ad.
48. Plan to prospect. Pick a time each week where you schedule appointments, don't accept incoming phone calls and can't be interrupted.
49. Learn to use the computer. I know it sounds trite, but using the technology available to you is important. Research and communication are the two primary areas to focus on, but being computer-savvy may just save you a case or two because of your ability to quickly get the information the client needs.
50. Find a niche and position yourself within it. If you know a lot about one thing compared to a little about a lot of things, you will be more focused and most likely, more successful.