Video Marketing Tips

1) Don’t have a bright light behind you which causes you to be in a shadow. 2) Don’t lean forward for emphasis or your face will appear too big. 3) Stay centered with shoulders in view. 4) Tidy up what’s showing in the screen and remember… no unexpected interruptions.

Creating Your Tagline

Taglines or slogans build your image. They help prospects quickly understand what you are all about. Here are some guidelines: 1) Make it short; 2) Have it easy to understand; 3) Give a promise; 4) Use “catchy” words. Start with your mission statement and narrow it down to a few words. Think about “We’re on your side so you’re in good hands to own a piece of the rock“.

Maximizing Leads – The most critical elements

1)Follow-up in a timely manner. Be persistent if you don’t make contact on the first attempt. 2)Present benefits. Even if you leave a voice message, make sure you mention something of value you offer that will benefit prospects. 3)Prepare your presentation. Leaving messages require preparation, just like a sales presentation. Don’t leave anything to chance.

Tips on selling intangibles

1) Tell prospects what you want them to do and why they should do it 2) Tell them how they will enjoy the end benefits 3) Work with compliance to get your wording approved 4) If you have an unusual approach, use it – could you ever imagine a gecko selling auto insurance? 5) If you offer a free incentive, make it relate to your product – consumers value information that educates them

Why Direct Mail Works

It’s personal. You can address prospects by name. And you can refer to details about them. (“Important Information for Texas Residents … or Veterans … or Teachers”) Image advertising is designed for a mass market. Direct Mail is targeted to your specific audience.

How to Make Emails More Effective

1. Best days to send e-mails are Wednesday, Thursday or Friday
2. Subject lines should be about 5 to 8 words (under 40 characters)
3. Avoid SPAM words such as “free, best-selling and guaranteed”
4. Keep copy brief and to the point because readers only spend about 15-20 seconds per email
5. Send test emails to yourself and colleagues for review before general distribution.

Creative Pointers for Mailers

• Use Serif type (example: Times New Roman) in 12 point or larger.
• Reverse copy is okay on headlines, but not text.
• Keep ALL CAPS to a minimum. Use bold lettering instead.
• Wording within a border or sidebar is read first.
• Use black type for text. Color is okay for headlines and to emphasize important words.

How To Be A Good Listener

1. Don’t interrupt. Suppress your urge to talk.
2. Wait 3 seconds if you’re not sure someone has finished.
3. Ask questions when you don’t follow the point.
4. An occasional “yes” or “ok” helps to show your interest.
5. Don’t change the subject abruptly. You may be cutting off a train of thought.
6. Postpone judgment. You cannot fully hear others if you judge before they finish.

Rules of Communication

1. Simplicity – Average Americans read at the 8th grade level. Use short words and sentences.
2. Brevity – Fast life styles mean people won’t think about lengthy messages.
3. Credibility – People are misinformed many times. Keep your promises.
4. Consistency – You won’t necessarily be heard the first time. Stick to your message.
5. Novelty – If you aren’t different, you’ll dissolve into the mainstream.

Lead generation is not mail order

Many people think their lead generation must sell a product or service. But the purpose of lead generation is to get prospects to request more information – to be a door opener. Prospects won’t be waiting with a check in their hands. If it were that easy, there wouldn’t be a need for sales people.

Direct Response Advertising

According to the Pew Research Center, in 2015 only 27% of adults 65 and over owned smartphones. While this number may be gradually increasing, it is a good indication that seniors live more of their lives in the offline world. This means you are going to have a hard time selling to seniors if you are relying only on mobile and internet marketing to reach them. If you want to reach the majority of your senior market, you have to use multi-channel marketing by targeting them offline . . . direct mail.

Direct Response Advertising

Make responding easy. Baby boomers didn’t grow up with an iPhone in their hand, so requiring certain actions on a web page or in an app won’t necessarily be second nature for them. If part of your marketing strategy requires people to click on symbols or read fine print, you may lose a large portion of your potential customers.

Direct Response Advertising

Know who you are selling to. Sell to the person not stereotypes. A 60-something business executive isn’t the same as a 60-something retiree. Make sure your message is on point for your prospect’s needs.

Direct Response Advertising

Understand baby boomers are different than the younger generation. Remember you are not selling them “the product,” but rather what the product will do for them, how it will enhance their life or of the financial benefit.

Direct Response Advertising

Use relatable language. Avoid using teenage jargon, trendy language or internet slang. Baby boomers just want to know how your product or service is going to improve the quality of their life. That does not mean you can’t be clever, just make sure it’s language they grew up with.