Your SlideShare is downloading. ×
Marketing..The Ultimate Sales Building Tool
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Introducing the official SlideShare app

Stunning, full-screen experience for iPhone and Android

Text the download link to your phone

Standard text messaging rates apply

Marketing..The Ultimate Sales Building Tool

436
views

Published on

Marketing tips and ideas for sales people in the financial services industry

Marketing tips and ideas for sales people in the financial services industry


0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
436
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
34
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Effective Marketing! …the Ultimate Sales Building Tool
  • 2. What is Effective Marketing?
    • Process ATTRACTING people, PROSPECTS who are most likely to want and need your services/products and can afford to pay
    • Building Mutually Beneficial RELATIONSHIPS
  • 3. Change In Mindset
    • Think of yourself as operating a small business not as “just a sales person”
    • Must DIFFERENTIATE yourself from other sales professionals in your industry
    • Why should people do business with you?
  • 4. Change in Mind Set
    • Marketing should be your #1 Priority NOT Selling
    • Effective Marketing = Easier selling
    • Reduce your cold calling
    • Less rejection and objection handling
    • Less appointment cancelations
    • Reduce daily sales stress
    • More people will return your calls
    • More sales!!!!
  • 5. Change in Mindset
    • You are not in the business of selling financial services; you are in the business of MARKETING FINANCIAL SOLUTIONS
    • Focus on Marketing SOLUTIONS to the core PROBLEMS of Your Client & Prospects
    • People will connect with you when you show you understand their core problems & issues
  • 6. Sales & Marketing Marketing Sales Traditional Thinking Change in Mindset
  • 7. Change in Mindset Sales Marketing Marketing & Sales NEW THINKING
  • 8. 8 Things You Can Do To Pump –up Your Marketing Muscles
  • 9. 1. Evaluate Your Current Marketing Activities and Materials
    • Do you have a written marketing plan?
    • Have you identified your target market/niche?
    • Do you have more than 3 ways to ATTRACT leads?
    • Does your marketing focus on the problems and solutions of your target market or is it all about you and how great you are?
  • 10. 2. Work with a Target Market or Niche
    • Well developed Niche = More Sales
    • Be a big fish in a small pond
    • You’ll get a better understanding of clients & prospects core problems
    • You’ll get a more steady flow of referrals
  • 11. 3. Position Yourself as an Expert, Trusted, Advisor
    • You don’t want to be perceived as “just another salesperson”
    • Provide informative, relative information to clients and prospects ( education based marketing )
    • Prospects will seek you out if they see you as an authority in your field
  • 12. 4. Implement a Multiple Lead Generation System
    • An organized way to ATTRACT a steady flow of prospects
    • 7-10 ways to ATTRACT and find QUALITY PROSPECTS
  • 13.
    • Referral strategy
    • Direct response advertising
    • Social media
    • Seminars
    • Networking
    • Joint venture events
    • Monthly e-mail newsletter. e-mail marketing
    • Public speaking to organizations and associations
    • Websites /Blogs
    • Birthday/ wedding anniversary of the month club
    Prospecting Activities
  • 14.  
  • 15.
    • Not the most effective or productive way generate prospects
    • Why?
    • Public resistance & skepticism towards sales people
    • Caller ID
    • Do not call list
    • Wide use of cell phones,
    • Doesn't positions you as an expert
    • Causes quick burnout
    • No fun!!!!
    • * Ari Galper – Unlock the Game
    A Word On Cold Calling
  • 16.
    • Practice RECIPROCITY – core principle of successful marketing
    • Offer something of VALUE for FREE that will give people an INCENTIVE to contact you or meet with you
    • Give first before asking prospects and clients to give and they will be more inclined to trust you and do business with you
    5. Lead Generation Magnet
  • 17.
    • Best lead generation magnet helps prospects solve a problem
    • FREE REPORT: 10 Money Problems That Could Lead Newlyweds To Divorce
    • FREE REPORT: 7 Things You Must Know About Buying Insurance If You're Going to Be A First-time Mom or Dad
    • * Check with compliance
    5. Lead Generation Magnet
  • 18. 6. Follow-up Consistently
    • 60 % of sales lost - lack of effective follow-up
    • Follow-up at least once a month
    • Invest in a CONTACT MANAGEMENT SOFTWARE ACT, Goldmine, Maximizer
  • 19. Why Follow-up is so Important?
    • * 2% of sales are made on the 1st contact
    • * 3% on the 2nd contact
    • * 5% on the 3rd contact
    • * 10% on the 4th contact
    • * 80% of all sales are made on the 7th plus contact
  • 20. How Often Do Sales People Follow-up?
    • Only 10%-15% of sales people make 4 or more follow-up contacts
    • Be CREATIVE with your follow-up efforts
  • 21. 7. Collect Testimonials From Your Best Clients
    • Effective way to reduce buyer skepticism and build trust
    • Ask your most satisfied clients for testimonials (written, audio, video)
    • Get permission to use them in all your marketing materials
  • 22. 8. Develop a Written Marketing Plan
    • Research shows when you follow a written marketing plan you could increase your sales by 24%
    • Make sure your plan has a Marketing Calendar
    • Track the results of your marketing activities
  • 23. Recap
    • Emphasis on Marketing instead of selling
    • Select a Target Market/Niche
    • Position yourself as an EXPERT w/ Education-based marketing
    • Use a Lead Generation Magnet to attract prospects
    • Use a Multiple lead generation system
  • 24. Conclusion
    • Commitment – marketing does not work instantly
    • Consistent – take regular marketing action
    • Investment – invest time, money & effort
    • Effective Marketing = Easier Selling
    • THANK YOU!
  • 25. FREE Marketing Help!!
    • Ask me for two free one-on-one marketing coaching sessions