60. Take advantage of all of Twitter’s tools.
Twitter is now photo-friendly. If a photo is worth 1,000 words, but each tweet is limited to 140 characters, you’d better be utilizing those visuals. Studies have found that tweets enhanced by media such as photos garner twice the attention as text-only tweets. Try live-tweeting photos from events to further position yourself as an expert (remembering to use the event hashtag and tag all influencers in attendance).
— Amy McIlwain
59. Be practical about products.
Take an old life insurance policy filled with cash and 1035 the funds to a new one with an LTC or Chronic Illness rider for future nursing needs.
— David Tornabene
58. Diversify your marketing efforts to maximize visibility.
I have a weekly radio show that generates 2-5 appointments each week. I run several ads each day on this local talk radio station and sponsor the Mike Huckabee Report. Visibility and credibility has boomed the last five years. In addition, I offer educational Social Security seminars 3-5 times each year. These seminars were directly responsible for over $3 million in annuity sales in 2013.
— Dee K. Carter
57. Ask your customers to buy.
Have you ever felt buyer’s remorse? The feeling that the product or service you may have bought isn’t right for you? So has your prospect. No matter how much he may like your product or service, there is always a certain amount of indecision or hesitation at the point of buying. This indecision can stop the sale if you don’t handle it effectively. The job of the professional salesperson is to help the customer through this difficult moment and into the buying decision. This ability to get the customer to take action is vital to the entire sales process.
— Brian Tracey
56. Devote Friday to prospecting.
Every Friday, spend a few hours reaching out to people who have attended one of your webinars, opened one of your email marketing messages, commented on your blog, or interacted with you on LinkedIn. Target only those who fit your prospect profile. Each of these prime prospects will already know you and have some level of interest in your company’s products. This method of informed prospecting is much more effective than the old door-to-door prospecting days. In fact, you might even slip out in the afternoon for a quick game of golf, knowing that a 5- or 6-hour day spent leveraging marketing technologies has produced greater results than a full day spent knocking on doors.
— John Scranton
55. Communicate regularly with new clients.
Develop a process of regular, new client communication to stay in touch as a prospect is transitioning to a client. The communication process begins right after someone becomes a client, and consists of a series of letters (or emails) that are sent out seven to 10 days apart. These letters can include: a team introduction; an invitation to a one-on-one client orientation meeting; a small gift and a letter thanking them for being a client; a client survey asking for feedback on how you’re doing so far; a letter with a soft request for referrals, letting them know you are interested in referrals and explaining what it means to you. This high-touch onboarding system results in a higher percentage of referrals from new clients.
— Maribeth Kuzmeski
54. Present testimonials.
Have four or five testimonials letters from the most recent satisfied clients in your presentation book. At the proper time, show them to your prospect, saying, “Here is what some of my client have to say.” (Note: A letter from 10 years ago will not be as effective. Was this the last satisfied client you had?)
— Oscar Rodrigues
53. Always follow up.
We meet a lot of people who have a need for the services that we offer, but the timing isn’t right. The potential client gets sick, loses a relative, or just loses focus on what needs to be done. But if we have a relationship with them and stay in touch, we may one day find that they are ready for us. So by making a few phone calls each week to prospective clients I haven’t had an appointment with in months, I’m able to find a few extra sales each year. More importantly, I know when I make the call that I have a qualified prospect who WILL talk to me on the other end.
— Nicholas Shaheen
52. Meet prospects where they’re at.
Present a lifestyle marketing message in three stages, geared for a tiered response: Stage 1: Direct Mail: Your message should give a website to visit. Stage 2: The Web link should take prospects to a short survey to get free e-book, capturing their email address in the process Stage 3: A drip marketing campaign should include five different messages sent over three months, inviting prospects to a local meeting, a webinar, a phone counseling session.
— Lloyd Lofton
51. Listen well.
We’ve been trained to talk about the company we represent, how beautiful the crystal tower is, and so on. Nothing of this interests the client. Clients want to talk about what interests them, about themselves. Try asking how they got involved in the line of business they are in and be prepared to listen. — Oscar Rodrigues