This presentation is for small business owners and sales professionals. You'll get specific marketing ideas, tips and strategies to help you create your marketing plan.
Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
Marketing..the ultimate sales building tool
1. “Marketing…
The Ultimate sales Tool”
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
2. What is Effective Marketing?
Process of ATTRACTING people, PROSPECTS who
are most likely to want and need your
services/products and can afford to pay
Building Mutually Beneficial RELATIONSHIPS
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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?
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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!!!!
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
6. Change in Mindset
Sales & Marketing
Traditional Thinking
Sales Marketing
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
7. Change in Mindset
Marketing & Sales
NEW THINKING
Marketing Sales
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
8. 8 Things You Can Do To
Pump –up Your
Marketing Muscles
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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?
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
13. Prospecting Activities
1. Referral strategy
2. Direct response advertising
3. Social media
4. Seminars
5. Networking
6. Joint venture events
7. Monthly e-mail newsletter. e-mail marketing
8. Public speaking to organizations and associations
9. Websites /Blogs
10. Birthday/ wedding anniversary of the month club
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
15. A Word On Cold Calling
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
16. 5. Lead Generation Magnet
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
17. 5. Lead Generation Magnet
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
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
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
24. Conclusion
Commitment – marketing does not work instantly
Consistent – take regular marketing action
Investment – invest time, money & effort
Effective Marketing = Easier Selling
THANK YOU!
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach
25. FREE Marketing Help!!
Call for a free 40 minute over
the phone coaching session
1-800-796-4960
www.HowToMarketFinancialSercices.com
HowToMarketFinancialServices.com
Kevin Toney - The Marketing Coach