Effective Marketing!   …the Ultimate Sales  Building Tool
What is Effective Marketing? <ul><li>Process  ATTRACTING  people,   PROSPECTS  who are most likely to want and need your s...
Change In Mindset <ul><li>Think of yourself as operating a small business not as “just a sales person” </li></ul><ul><li>M...
Change in Mind Set <ul><li>Marketing should be your #1 Priority NOT Selling </li></ul><ul><li>Effective Marketing = Easier...
Change in Mindset <ul><li>You are not in the business of selling financial services; you are in the business of   MARKETIN...
Sales & Marketing Marketing Sales Traditional Thinking Change in Mindset
Change in Mindset Sales Marketing Marketing & Sales NEW THINKING
8 Things You Can Do To  Pump –up Your  Marketing Muscles
1.   Evaluate Your Current Marketing Activities and Materials <ul><li>Do you have a written marketing plan? </li></ul><ul>...
2.   Work with a Target Market or Niche <ul><li>Well developed Niche = More Sales </li></ul><ul><li>Be a big fish in a sma...
3. Position Yourself as an Expert, Trusted, Advisor <ul><li>You don’t want to be perceived as  “just another  salesperson”...
4.   Implement a Multiple  Lead Generation System <ul><li>An organized way to ATTRACT a steady flow of prospects </li></ul...
<ul><li>Referral strategy </li></ul><ul><li>Direct response advertising   </li></ul><ul><li>Social media </li></ul><ul><li...
 
<ul><li>Not the most effective or productive way generate prospects </li></ul><ul><li>Why?  </li></ul><ul><li>Public resis...
<ul><li>Practice  RECIPROCITY  – core principle of successful marketing </li></ul><ul><li>Offer something of VALUE for FRE...
<ul><li>Best lead generation magnet helps prospects solve a problem </li></ul><ul><li>FREE REPORT:  10 Money Problems That...
6. Follow-up Consistently <ul><li>60 % of sales lost -  lack of effective follow-up </li></ul><ul><li>Follow-up at least o...
Why Follow-up is so Important? <ul><li>*  2%  of sales are made on the  1st contact </li></ul><ul><li>*  3%  on the  2nd c...
How Often Do Sales  People Follow-up? <ul><li>Only  10%-15%  of sales people make 4 or more follow-up contacts </li></ul><...
7. Collect Testimonials  From Your Best Clients <ul><li>Effective way to reduce buyer skepticism and build trust </li></ul...
8. Develop a Written Marketing Plan <ul><li>Research shows when you follow a written marketing plan you could increase you...
Recap <ul><li>Emphasis on  Marketing instead of selling </li></ul><ul><li>Select a Target Market/Niche </li></ul><ul><li>P...
Conclusion <ul><li>Commitment –  marketing does not work instantly </li></ul><ul><li>Consistent –  take regular marketing ...
FREE  Marketing Help!! <ul><li>Ask me for  two free   one-on-one marketing coaching sessions </li></ul>
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Marketing..The Ultimate Sales Building Tool

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

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Marketing..The Ultimate Sales Building Tool

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

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