Effective marketing focuses on attracting potential customers and building relationships rather than direct selling. It involves developing a niche, positioning yourself as an expert through education-based marketing, and implementing a multi-pronged lead generation system using tools like free reports, referrals, social media and newsletters. Consistent follow-up is also important, with most sales occurring after multiple contacts. An organized marketing plan with goals and metrics will help improve sales over time.

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

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