Show clients you care
Reassure clients they are important to you every chance you get. Return calls quickly. Be on time for meetings. Send information when you promised to. These simple actions will show clients you care for them.
Rule of Three
People remember easier in groups of three. A list of more than three items seems to be overload for many people. When creating an advertisement or making a presentation, use three bullets and have each point consist of three words to impact your prospects’ recall the most.
Direct mail generates warm leads
If you’re a woman whose phones rings and the caller says, “Hi, you don’t know me, I’m Fritz. Want to go out for lunch?” What are the chances that will work? Cold calls cause cold shoulders. Use direct mail to warm up your prospects.
It's never good to bring bad news
Always use a positive approach in any of your marketing … general advertising, direct mail, or seminars. Never, ever have anything negative in your promotions. You’re selling a feeling. Make prospects feel good.
Personal Stories
Telling interesting stories about yourself will get prospects to remember you. They enable you to brand yourself without selling your services. Personal stories should be unexpected, memorable and lead to a point. Examples might include how you got into the business, how you solved a client’s unique problem or highlighting the personal nature of your business.
Persuasive Words from Advertising Guru David Ogilvy (Part III)
- Miracle
- Magic
- Offer
- Easy
- Wanted
- Challenge
- Compare
- Bargain
- Hurry
Persuasive Words from Advertising Guru David Ogilvy (Part II)
- Introducing
- Important
- Amazing
- Sensational
- Remarkable
- Revolutionary
- Startling
Persuasive Words from Advertising Guru David Ogilvy (Part I)
- You
- Free
- Because
- Instantly
- New
- Suddenly
- Now
- Announcing
Web Sites
When a client makes a referral, the first thing the prospect will do is Google the producer. Since we never get a second chance to make a first impression, your web site is an opportunity to demonstrate your value proposition. It’s hard to stand out if you have bland, static content. Visuals and less text simplify your site. Be specific about your services and types of clients.
Final Expense Life Insurance sales increased
Final Expense Life Insurance sales increased 5% last year according to the Life Insurers Council: More than 80% of policies were sold through independent agents or independent marketing organizations (IMOs).
Loyalty
To increase a customer’s loyalty, continuously add value. Understand why your customers want your product or service and how they use it. This will allow you to provide other positive experiences, such as sending information on an unrelated product or service they might like. This will build stronger relationships with them.
Take Responsibility
Don’t be afraid to say you made a mistake. Learn from failure and re-focus. Embracing failure in a positive manner will help you become a successful leader.
Segmentation
Splitting your database into many smaller lists based on criteria such as demographic elements, types of purchases or email opens could mean stronger growth for your business. Segmentation enables you to isolate and market to very specific customers on a one-to-one basis. Look first at segmentation when considering marketing campaigns.
Focus on what prospects want, not what you think they need
Listening to them, paying attention to their concerns and understanding their issues will lead to success. For example, if you only present ‘saving money’ as your selling point and cost is really not a factor for your prospect, you may lose the sale.
Failure to Success
Failure is a critical part of success in life and business. When you fail, you usually have to change. Change may not be easy, but successful people embrace change. One of the reasons people succeed is because they’ve failed previously and know what mistakes to avoid.
