What’s the best way to follow up to get the deal?

If you want to seal a deal… ALWAYS follow-up.  People are going to Google, you, your company, your product, and god knows what else… after they leave your office… or after you send them information.

So, how do you pre-empt this… and instead stoke the fires and get them excited about moving forward?

Here’s some things to think about…

  • Send them something out of the ordinary. (above trashcan, or “lumpy” mail is a great example)
  • Give them 2 reasons why moving forward will put them in a better position
  • The more you make it value-added… meaning things you don’t get paid to do… the more likely they are going to want to follow up. If it’s all about things you’ll get paid on… you are dead in the water… why do you think they aren’t getting back to you in the first place?  Duh, they think you just want to make money off them.
  • Share an idea you didn’t give them before
  • The absolute best thing you can do is give them a case study of someone that had a very similar situation to them… and lay out the problems… your solutions… and where those people are today.
Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | 2 Comments

What do you do when they say, “Put it in the mail”?

How many times have you put things in the mail to a prospect… and had it turn into business?  Most times?  Or not so often.  When the prospect wants it in the mail instead of meeting with us… we know we will probably never meet with them.

The only way to improve your odds is to actually connect with them.  Isn’t that the reason we wanted to meet them in person in the first place?  To connect with them?

If you think the people are worth a little investment, one idea, that has worked, is to mail them the information with a toy trash can enclosed (see link below).  Handwrite a little note on the package. Say something like…

“I know that this material will most likely end up in the trash, so I thought I’d enclose a trash can as well.  I do have 3 other ideas that requires more than just a brochure to explain. That will both… lower your taxes… and increase your income… with one little change.  It will take just 20-minutes to go over it with you.  What do you say?  When would be a good time to talk?”

Toy trash can suggestion: https://www.amazon.com/Original-Color-Curbside-Trashcan-Toddlers/dp/B0742BRDMC

Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | 1 Comment

I’ve Been Asked to Speak and I Don’t Have a Presentation!

Many good advisors are asked to speak to groups.  They don’t always give you a lot of time to prepare… and they all have different time limitations and topics they want covered.  So, how do you put together a good presentation, quickly?

The best place to start is at the end.  Yep, the end.  Prepare your summary and conclusion slide first.  List between 3 and 5 topics on the slide.  Psychology has shown that most people are attracted to presentations with 3 main points… you can go as high as 5 points… but anything more than that… you will actually be hurting yourself.

Presentations with over 5 points will generally be viewed as confusing and boring.

Now that you have your summary slide… simply build your presentation around the topics you’ve decided to cover.

Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | Leave a comment

Try this simple thing (next time) at your Trade Show or Expo booth

If you have something people want… and I hope you do… then you must get it into their hands or they’ll never know it!

You spent a lot of money to buy this booth… and you can’t get people to talk to you!  The solution to that problem may be staring you in the face.  Don’t talk to them.

Instead, leave your booth unattended.  People will go into an unattended booth because they don’t feel pressured.

Now, of course, you need to make sure that your offer is appealing and sexy, or this won’t work.  But, if your offer isn’t appealing and sexy, NOTHING is going to work.  So what should your booth look like?

  • Don’t have a table blocking the way into your booth opening. This will encourage people to walk in to your area.
  • Your banner should NOT be a big logo of your company… instead, it should be your Elevator Speech… trumpeting the thing you do that nobody else does.
  • Dedicate a big portion the booth with a bribe for people to sign up for your newsletter (getting them to sign up for a newsletter gives you a dozen reasons to contact them after the show)
  • Have information there that none of your competitors offers… or better yet, even knows about (Our 5Q advisors have been very successful doing this)

Now, go walk around… grab some freebies for yourself…and do some reconnaissance on your competitors.

Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | Leave a comment

You will never have a problem again if you use these 5 simple steps

Trying to overcome objections the same way we did ten years ago, DOES NOT WORK!  Why?  Because we are now working with Baby Boomers… and Baby Boomers think they know everything!  You can’t tell them what’s right or wrong.  You can’t prove anything to them with facts.  They will fight you tooth and nail before they will let you change their mind.

You see, before we were working with the greatest generation.  They respected authority and would listen to us… not so with Baby Boomers.  But don’t fret!  There is a simple and easy way to get clients to overcome their own objections using 5 simple steps.  And yes!  It even works with the “I need to think about it” objection.

You can learn how to do it and see many examples in this 51-minute training video, my gift to you for being a reader of this newsletter.  The training starts at 2 minutes into the video.  Hope it helps you get that next big case when the client waffles!

Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | Leave a comment

Want to Get People to Finally Believe You?

People love to see other people’s mistakes… how many people watch America’s Funniest Home Videos or watch funny videos on YouTube?  Heck!  We are almost addicted to watching other people’s mistakes.

So, how can you capitalize on this?

Show your mistakes!  Whether in your marketing, newsletter or Website… talk about an unadulterated mistake.  Why?  Because people are skeptical of others that paint rosy pictures… people don’t want to be sold or told all the great things about a product, without hearing the negatives as well.

Telling them your, or your products weaknesses, creates trust.  It makes them feel like you won’t try to hide anything from them or only sell them the positives.  AND… It certainly makes you look different (and better) than all your competitors!

Here are some things that work…

  • Walk through a mistake you made with a client… all the problems it caused the client… how you fixed it… and how it changed you as a person.
  • Quote statistics about what investments people are moving money out of… whether it be bonds… mutual funds… or whatever. You find these stats regularly in industry magazines.  Not just your clients, but as an industry whole.
  • Talk about a mistake you made personally… and how it changed you

Don’t make these “sales” stories.  People smell sales talk from a mile away.

Make these emotional stories.  Remember, people buy based on emotions and if you can create some empathy with your story… you are going to get plenty of traction and action!

Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | Leave a comment

Quiz… Which Way is a Better Way to Spend $1,000 on Marketing?

If someone gave you $1,000 and gave you the choice of…

  1. Sending out one postcard to 2,000 people that fit your demographic
  2. Sending out a series of 10 cards to 200 people that fit your demographic

Which would be more effective?  Option one, where you touch 2,000 people?  Or, option two, where you touch 200 people 10 times each?

Nothing beats frequency!  Very few people buy on the first touch.  The average number of touches to make a sale is 7 or 8.

So, given the choice of multiple mailings to fewer people… or one mailing to a lot of people… you will always get a much higher return on your marketing dollar using the multiple mailing method.

Posted in Client Referrals, General, Lead Generation, Marketing Tips, Successful Seminars | Tagged , , , , , , , | Leave a comment

Do This and Watch Response Rate Go up by 400%

This technique is absolutely proven to work.  A firm using this technique got a 12% response rate… but that’s NOT the good news… 4.4% actually became appointments in the office!  How’s that for a direct mail response?

What did they do?  They called BEFORE the prospects got the direct mail.  Now, before you whine about how hard that is… there are services that charge about $50 an hour to make all those calls for you.  Does that add to the expense? Sure… but how much would you pay to send out 100 pieces in the mail and get 4 appointments from it?

Calling before the mail arrives, reduces the chances that it gets thrown in the garbage before it’s even opened.  If you have something people want… ya gotta at least get them to open the envelope… and this does just that!

Posted in Client Referrals, General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | Leave a comment

Focusing on These 6 Things Will Put Your Marketing and Sales on Steroids

What makes people do things?  In this 5-page guide, you’ll not only identify the 6 things that get people to do things… but more importantly, how to leverage them to increase your sales and income.

Download it here… courtesy of 5Q Group.

Posted in General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | Leave a comment

Want a Technique to Get Virtually Everyone to Call You Back?

Want a Technique to Get Virtually Everyone to Call You Back?

Do you have a big prospect that won’t call you back?  Or did a large case ghost you, instead of coming in to sign paperwork?  That can be extremely frustrating.

Here’s how you fix it.  Cut a $20… or $50 dollar… or $100 bill in half.  The dollar amount would be based on how much you want to land the case.  Let them know you’d just like to spend a ½ hour with them to give them the other half. This leverages two powerful human emotions…

  1. Greed
  2. A compulsion for completion. We do not like things left undone… movies unfinished… a game unfinished… a list not completed.  Being presented with a bill that is not complete really bugs us.  It needs to be put back together… the world is not right with the two halves split apart.  Silly?  Yes, but that’s how most people react!

Or a more humorous use of this technique… Buy an inexpensive walkie talkie set… and mail them one of the walkie talkies and let them know you’ve been trying to reach them but the walkie talkie must be broken and you’d like to stop buy with the other one to check it out.

Posted in General, Lead Generation, Marketing Tips | Tagged , , , , , , , , | 1 Comment