89. Is your website effective?
Ask yourself these critical questions to evaluate the impact that your website makes on site visitors:
- Do you think your website stops people in their tracks and pulls them in with your compelling messaging or headline?
- Do visitors know they’ve arrived at the right place for them and their needs with just a quick glance of your site?
- Do you find that visitors regularly go to two or more pages inside your site, or do they leave quite quickly?
88. Sales: Powered by people since the beginning of time.
World-class salespeople know and care about their clients. We understand our clients’ most pressing business issues and hurdles. We know about their industry developments and their competitive landscape. We help our clients connect the dots and put them in touch with resources that strengthen their businesses. We provide a level of understanding and human interaction that isn’t delivered through a “click here” button.
87. A whole new game plan.
It may be time for all of us to toss out those proverbial yellow legal pads and embrace the future. Start by developing a cutting-edge playbook that will bring your practice winning records for years to come. Take a look at your website and social-media presence. Evaluate the materials you hand out to prospects and clients. Record a video or two. Update your selling tools.
86. Bring back balance.
Has our dependence on technology gone a little too far? What’s happened to our ability to talk to people, to share ideas face to face, to connect on both a business and personal level? People do business with people. Period.
85. Seeing is believing.
These days, the old three-ring binder has been traded in for a 60-inch flat screen TV. In one case the size and scope of the TV helped a client notice something missing in his account. For six years, he had been walked through an annual review via the binder. But as soon as he saw the account on the big screen he said, “That’s missing three different pieces of my family’s assets.”
84. High touch is the next big thing.
In the January 2013 issue of Condé Nast Traveler magazine, hotelier André Balazs shares some of his favorite innovations from the past quarter century as well as some that will change the world in the next 25 years. He says, “Travel will become our most-prized luxury. Travel takes more than money. It takes the most precious commodity: time.
83. Fiscal fitness.
I advertise my business on flat screens in three local fitness centers. I work out in all three places, so the clients see me there and I do a meet-and-greet with members twice a month. There are about 15,000 active members between all three locations. They see my ads, they see me working out with them and they see me as a professional income planner at the meet-and-greets. It is amazing how over time they just gravitate to my meet-and-greet table. I have a nice banner at the table with two big red stop signs that say “Stop by and meet Marc.” It works well. I paid $7,200 last year for the ad space on the flat screens and netted $50,000 in commissions. Great return on investment, plus I am committed more to work out in all three locations. This year I just started doing Social Security analysis promotions for a workshop I want to implement. With 527 ways to apply for Social Security and 75 percent of the 10,000 boomers a day applying and cannot be assisted by the Social Security staff, what a great way to be different. By the way, my ads have already paid for themselves for 2013.
—Marc A. Catonja
82. Internet selling.
Because it’s gaining popularity, you need to be creative and develop a presentation framework consisting of compelling content and a professionally developed slideshow (show one bullet point at a time so your audience cannot get ahead of you), full-featured system for holding meetings over the Web and a well-rehearsed delivery.
81. Get personal.
The more technology-driven this world becomes, the more we appreciate the personal touch: real recognition, in-person face time and actually getting to talk to and work with people. John Naisbitt, author of High Tech, High Touch: Technology and Our Search for Meaning, explains that the more high tech the world becomes, the more we crave high touch.
80. A paperless world.
About six years ago, I started scanning all client files into a paperless filing system as the files were getting big. These days we use Dropbox and tools like that to pass paper around.
79. No toys at the table.
At a recent presentation, my tablemate worked on three different devices during the entire presentation. Maybe she was tweeting, answering emails or writing a blog post. I’ll never know for sure. But I do know she couldn’t possibly give her full attention to the speaker. So why did she even bother to attend? How did she ever hope to connect with the speakers, her fellow tablemates or other conference attendees?
For more sales & marketing tips, visit LifeHealthPro’s 100 Best Sales & Marketing Ideas.