1. Pick up the phone. I have yet to find a better way of "marketing oneself" then speaking with a prospect on the phone -- it's way better than direct mailings and cheaper too. Looking for folks to call? Try whitepages.com or do a search on neighborhoods -- it's free.
- Allen E. Shea, independent advisor
2. Referrals. My best marketing plan is this: Friends telling friends of my services and products.
- Sam Hacek, Sr. Affordable Insurance Concepts
3. Identify your target customers. Create a three-tier or dartboard approach to profiling sales prospects. The top tier or bull's-eye of the dartboard represents the prime target audience. Spend the most time with the tier in the bull's-eye and the least amount of time with the third tier. The marketing strategy should focus on a message to address the needs of each group.
4. Establish and understand your primary geographical market area. Identify your geographic area by zip code, county, neighborhood or other parameter and understand the prospects who live there. Then develop marketing campaigns to promote relevant product offerings based on life triggers and other events that may be happening in your community, including new homebuyers, births, marriages within this area and target products and services to the event.
5. Develop a "drip" list. Create a list of your best prospects that you contact on a monthly (even weekly) basis with key information. Keep your name out in front of your target audience.
6. Sponsor or organize high-profile events. Invite your first and second tier prospects to speaking engagements, which highlight industry leaders. Often organizations sponsor quarterly or bi-annual speaking engagements with industry leaders from your organization. By inviting your best prospects, you establish credibility and show them that you appreciate them.
7. Use newsletters. Newsletters create credibility and stimulate interest in your products/services.
8. Create a bio sheet. Use a professional photo and share both your professional resume as well as personal information on what makes you unique within the industry and why prospects should work with you.
9. Develop an integrated marketing strategy. Contact your prospects through a number of marketing channels including direct marketing, Web site information, email, telemarketing and, of course, personal meetings. For example, you can use direct mail to drive traffic online to your Web site for product information, rate calculators and financial goals worksheets. Promote your online resources with direct mail and in other print media.
10. Have a true marketing plan. Develop a contact strategy consisting of direct mail, telemarketing, newsletters and special events such as seminars and other educational formats that is designed to build a relationship with their prospects over time.
