100 best sales & marketing ideas: 61-70

65. Pique curiosity in a cold call.

Even the best cold calls are rarely returned, but they are 100 percent certain not to be returned if the message you leave is a generic one. Many advisors don’t leave messages at all, but you’ve made the call, so why not? Leave a message that might pique your prospect’s interest: “Mr. Jones, I’m calling because I have some ideas to help people who are worried about having enough money to retire. If this means something to you, please call me back at 555-1234. I promise I won’t waste your time.”

— Sandy Schussel

64. Use the right tech tools.

Here’s a simple, yet very effective method you can use to get your prospect to take a peek at your practice. Google “Join.me.” You will discover a way to present your practice to prospects in just 15 minutes. They will be engaged and interested in an appointment. Join.me allows you to show someone what is on your computer screen. You will control the discussion because you will control the mouse. Here’s the call: “Hi, John, this is Kim Magdalein. Our mutual friend, Bill, said that you might be able to use my service. Do you have just a few minutes now or would another time be better? Fifteen minutes will get you everything you need to determine whether I can be of benefit. Great, can you get to your computer for just a few minutes?” Why this method? Prospects will be more comfortable going to their computer than making an appointment right away. Their computer is a small commitment and won’t be threatening. Taking this step helps to move the process along without losing them.

— Kim Magdalein

63. Be thorough in your analysis.

Do a complete financial analysis / plan on every client. Even if they have had had one done before, or if they have another advisor they are working with, it is imperative that you do a complete plan on each and every client. Why? Many reasons, but let me go over a few: Because a client’s situation can and will change from time to time; the clients risk tolerance will change from time to time; life insurance coverage could lapse; net worth could dramatically increase due to inheritance or retirement, and could decrease due to market losses or life changing event; retirement goals change from year to year.

— Ed Cofino

62. Plan your questions in advance.

The only way that you’re going to have a valuable sales conversation — for both you and your prospect — is to plan your questions ahead of time. Think about what you can ask that will get your prospect talking about her situation. What are her issues? What are her challenges? Think about questions that might provoke your clients into thinking about things they haven’t considered before. Ask questions to determine whether making a change makes good sense for them. Then write everything down. That way, when you actually do meet, you can say “In preparation for today’s meeting, I wrote down a few questions.” And then you can relax and listen to the answers.

— Jill Konrath

61. Ask consistently.

Top producers know that they can’t quit if they ask once and don’t get the response they’re seeking. In prospecting, for example, there are usually four or five “no’s” before you get a “yes.” If the approach you’re using doesn’t seem to be working, try a different way of asking and keep asking until you find the answers you need. For example, if you find that a co-worker is reluctant to offer an opinion when you seek feedback about your performance, ask another team member who is more receptive. People don’t normally go around asking others how they’re doing, so be prepared to ask more than once before you hear a clear — and useful — answer.

— Jack Canfield