Here’s how you can both look like a hero and get to know your client’s best friends.
People are trapped in their houses now and miss seeing their friends regularly. Why not host a virtual birthday lunch for your best clients? Their family will probably get together virtually… but not necessarily their friends.
Here’s how you do it:
Go through your files and figure out who’s having a birthday in the next month
Call their spouse and tell them you want to host a virtual birthday lunch with their friends
Let them know you’d like to host a virtual get together (choose Zoom, WebEx, Join.me, or any of the other available platforms)
You’ll arrange to send lunch to each of the invitees via any of the delivery services
Is arranging all these deliveries a hassle? YES! So, if you are so busy making money that you don’t have time, don’t do this. But, if you are twiddling your thumbs wondering what you are going to do to drum up business… this is NOT a hassle… it is an investment
Help their spouse get hold of their friends to set up the online get together
Create a little menu from the restaurant you have chosen… and send it to all the attendees
This gives you a reason to begin communicating with these folks to get their lunch orders back
On the day, send out reminders to all the attendees reminding them that lunch is going to be knocking on their door… so they better be there. 😊
Begin the meeting and tell everyone why you love your client… and then fade into the background (or even disconnect) and let them engage.
You KNOW that your client is going to sing your praises… and you KNOW that all the attendees are going to wonder why their advisor doesn’t love them… as much as you love your clients! And good things are going to come from that!
Do you care about your community? I know you do, and many advisors do A LOT of volunteer work. If you are, don’t hide it! Make sure your client base, prospects and the community know what you are doing to help them and more importantly, why you are doing it.
You don’t have to brag… instead couch it as:
How much you love your community
As a call to action for the rest of the community to take action
As a way to let others know about the help that is needed
Remember, when it comes to sales… People don’t care how much you know… until they know how much you care.
How are you keeping your clients happy… engaged… and open to talking about you (and what you do) with all their friends and relatives? Why not invite them to a fun and quick get together where you’ll pose some questions, in the form of a quiz? You could give out prizes and make it entertaining.
Why not make it a regular get-together until this whole Covid-19 mess is done?
You could also open it up to a Q&A session about whatever they want to talk about after. Tell them to invite friends and family too?
You can just do your quiz on PowerPoint slides… or there are plenty of online quiz creators out there. Just Google “online quiz creator”. You could even do some research and use quizzes that have already been created. Check out this one from AARP…
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