Whites Of Their Eyes

It is more and more difficult to get people’s attention… and if you don’t get their attention, you aren’t going to be able to show them how much what you offer, can help them.

So, why not package your offer differently…literally.  This idea is fantastic for booths at investment, community or senior expos.  Find an unusual little container…it’s easy to do.  Just Google “unique small containers” and many suppliers will come up.  These containers usually run about 30 cents each, so not a huge investment.

Here’s a couple of ideas on how to use this (warning: these are corny BUT they will get your message read!

• Buy heart shaped containers (30 cents) and put candy hearts in them with a note on top asking, “Want your clients to love you? Take just one minute and read the 3 things they’ll get when you offer them [your product or technique].
• Buy empty lipstick tubes (15 cents) and roll up both a dollar bill and a message and put it into the lipstick tubes… then glue stick it to a flyer with your Unique Selling Proposition. The message should read, “Lipstick on a pig CAN be a good thing!  Take just a minute to look at [Your unique product of offer] and you’ll soon smell the bacon because your clients will love it!”
• Or if you are willing to spend a bit more, Google “cheap Aladdin’s lamps” and you can find them for $3. Then put your folded up offer and a “golden” Sacagawea $1 dollar coin in the lamp.  Have a banner “Make Your Wishes Come True By Rubbing the Lantern!”  People will be lining up at your booth to get theirs.

You should keep these 8 things in mind with all your marketing:

1. Make it easy for people to respond. Allow your prospects to respond by phone, text, email, mail… or even walk in for your offer (whitepaper, free report, etc.)
2. Make it an offer they can’t refuse. You NEED to have a Unique Selling Proposition.  If you don’t have one… don’t spend a dime on any more marketing until you get one.  If you want some help you can get my free step-by-step manual on how to create one that will make you stand out… courtesy of 5Q Group.
3. A picture paints a thousand words. Make sure your graphics do the same.
4. Use clear, concise and snappy copy. Make sure a person with a 7^th grade education would get the point you are making.
5. Action! Get them doing something.  You can do this with stickers, tear-aways, peel-offs, or even quizzes or riddles.  Get them involved in your ad.
6. Are you easy to find? Make sure your contact information is both complete AND easy to find on all the pieces in your advertising.
7. Give them a guarantee. Yes, I know in our business we can’t guarantee returns or product performance… but get creative and come up with a guarantee that is enforceable for meeting with you or coming to a seminar.
8. Give them a dead line. Yes, they are skeptical of deadlines… so make yours real and don’t waffle… and people won’t take the risk of missing your deadline again

This script gets a client to tell you that a 7-year surrender annuity is more liquid than a money management account.

This short video gives you the exact script that gets a client to TELL YOU… that an FIA (with a 7-year surrender) is MORE liquid than a Money Management Account…

• Obviously, my friend doesn’t want to have this presentation floating around the internet, with other people taking credit for it… but he’d be happy to send it to you at no charge, just shoot an email over to my friend Jeb at jeb@ecamarketing.com. Put “Liquidity” in the subject line and he’ll email you the video. ** Please check your SPAM/Junk folder if you don’t receive the requested video **

Just think how powerful it would be to have clients telling you that FIA’s were more liquid than Money Management accounts!

I was scratching my head.  So an advisor used a marketing system that did all the hard work for him.  It found people with more than $1 million who wanted to meet with advisors for second opinions.  Now these were NOT leads… but people that wanted to meet in the advisor’s office.  Awesome right?

I asked him how it was going, and he said about 20% of the people weren’t showing for their appointments.  I asked him how the conversation on the phone went when he called to confirm the appointment.  He told me he hadn’t been doing a confirmation call!

Wow!  I can’t believe he was getting 80% of these people to show up!  He was just relying on the phone call the appointment setting folks had with the wealthy clients.   Think about it… these people made the appointment for a second opinion… and then they hang up and think… “Wait a minute!  Who will I be talking to?  Will they try to hard sell me?  Hmm… maybe we shouldn’t go, after all.”

All he needed to do was give folks a call and have a friendly… non-salesy call with these folks and there is a high likelihood many would have showed up for their appointment.

Always follow through!

• If you leave a voicemail… follow up with an email, referencing the voicemail
• If you send a letter… follow up with a phone call and/or an email
• If someone makes an appointment for you… follow up with a friendly phone call

Don’t rely on just one contact.  If you want to get the most of all your marketing… contact people as many ways as you can… AND give them as many ways to contact you back, as well!

Are you looking for a document that demonstrates that you put your client and their concerns first?  Please accept this done-for-you Financial Hippocratic Oath, courtesy of 5Q Group.  You can use it a number of ways… as a handout at seminars… in your appointment folder… framed and hung on your office wall.  It’s a great way to let people know the values by which you abide.