You must commit to a marketing plan. If you go half-hearted… your results will be
You must understand that marketing is NOT A
COST! It is an investment.
You must be consistent with your
marketing. Stopping and starting your
marketing sabotages your momentum and sales pipeline.
Be patient… but be vigilant. Sometimes it takes some time for marketing to
pay off… but if it is not paying off… you have to change course and come at
your marketing from another angle.
Don’t hang your hat on just one marketing plan
or technique. Create a multi-faceted marketing
plan… that way when one lags or fails… another will pick up the slack. You should have one primary marketing source
that could require a significant investment… but there are many additional
things you can do to market, at very little or no cost.
Remember that your profits come after the
marketing… not before. If you want
profits to go up… your marketing has to go up.
Make sure that all of your marketing makes it
convenient for potential clients to get into your pipeline. Remove all roadblocks, difficulties and speed
You MUST get their attention. The average American is hit with over 1,000
marketing messages a day. What are you
going to do to surprise and amaze them?
What do you do that is different from everyone around them?
You must track your marketing. You need to track what you spend… and how it
works. Numbers are EVERYTHING when it
comes to marketing. It minimizes
mistakes… and maximizes the things that work.
Use marketing that gets clients involved. You can use questions… quizzes… calculators…
and any number of other things to create this involvement.
You need to create a consortium of other
businesses that have a symbiotic relationship.
You can grow your businesses together.
Where does your target market shop?
What services do they buy? How
can you work with those businesses to create a better and more valuable
relationship with those shared customers?
You must stay up on all the available
marketing technology available to you today… or find somebody to do that for
you. You cannot afford to fall behind…
the world is moving faster every day.
What sells a
person better? An abstract idea or a concrete
example? A picture or a bunch of
In the video
below, you’ll get a bunch of great ideas on how to quickly demonstrate ideas
that we use with our clients every day.
These “doodles” will have people understanding concepts it used to take
you 10 minutes to explain… and instead, getting your point in less than a
minute. Better yet, they’ll remember
your point much longer too!
Get lots of fun examples in this video (starting at 14:57 into it)
How do you
get someone to take your call… or even better… call you? There are a gazillion fun ways to do this,
but the idea I’ll give you today is simple, easy and professional.
thing you must do is find the year the person was born. If you don’t know… There is plenty of
information on how you can do this online.
always interested about “the good ole days.”
They wonder, what were things like when I was born? You can capitalize on this in a unique way,
by using the site www.papermags.com.
The site has actual magazines from all the way back to the 1930’s.
You can even
tailor the magazine to what you know about the person’s interests, because the
magazines run the gambit…
Now simply attach a handwritten note with a personal message… with a p.s. about wanting to speak to them for just a couple of minutes.
Here’s an example:
Hi John! I see from some of your posts that you enjoy classic cars as much as I do. They just don’t make them like they used to. I thought you might enjoy this Muscle Cars issue from when you were in high school!
Stay Fast, Mike Advisor
p.s. Think you could
spare 10-minutes on the phone because I have a quick idea that could inject a
little more oomph into your “car” account, to buy that Corvette you have your
they will reach out to you to thank you… but almost always, they’ll take your
If you use
the tremendous amount of new research done in the last 5 years… you are going
to close many more cases… and faster too.
This video walks you through the most important points from Daniel Pink’s
book “To Sell is Human”.
for selling are so different from the techniques we learned when we first got
into the business. Heeding this research
and making some small changes in your practice will greatly enhance your
marketing… closing… and bottom line.