Insurance and Financial Services Sales Tactics

Written by Sharron Senter


Continued from page 1

-- Partner with a local bank. The idea is to get yourself noted as a "pre-certified insurance expert for XYZ bank." Approachrepparttar bank VP and recommend an informal partnership whereby you're available for complimentary on site consultation for bank customers. Moreover, there's a tremendous amount of implied reliability and credibility when associating your business with a bank. The great thing about banks is that they usually distribute large monthly customer mailings. Ideally you'll want to piggyback onrepparttar 105638 bank's mailing by having your sales flyer included. These flyers are usually called, "bill stuffers." Don't forget banks also distribute calendars, year-end statements, etc. Try to get noted in all of their communications. Of course, underrepparttar 105639 umbrella that you're a partner withrepparttar 105640 bank.

-- A bank north of Boston lets their small business customers display sales materials for a week in their lobby. Approach your bank where you have your business account and ask forrepparttar 105641 same.

-- Try partnering with hospitals. They're well known for sponsoring workshops. They also distribute a weekly/monthly newsletter. My local hospital actually distributes their calendar of events in my local newspaper. By partnering with hospitals and similar organizations, your prospect-reach compounds tremendously, while you spend zero!

-- Consider joining your local chapter of Business Network International, www.bni.com. Of course, like any organization, it's only as effective as your networking abilities and how wellrepparttar 105642 members of that particular chapter work together. Always attend at least two meetings before joining. And watch out! Associations' memberships are down acrossrepparttar 105643 board due torepparttar 105644 sluggish economy. There's definitely some hard selling going on. Take your time when deciding what organization is best for you. Don't be misled into joining anything.

-- Align yourself with a reputable online insurance media outlet. Ideally you want to become a regularly featured columnist, or perhaps act as a moderator for an upcoming online seminar, etc. This does several things for you. One, usually anything Internet-related is archived. So if a person is shopping around for insurance or financial products and you've partnered with a reputable and high search engine ranking online media outlet, there's a good chance your Web site will reflect high in search engine rankings. Two, if you're a regularly featured columnist, you immediately acquire more credibility than your competitors. Readers are more likely to reach out to you for product solutions.

-- Don't forget about organizations you already belong to. Are you taking advantage of their Web site resources, i.e., linking your Web site, being included in their membership directory, etc.? What's more, do a quick search on www.google.com for free directories. Try, [“your expertise” insurance directories], or [financial sales representatives directories.]

-- The key marketing strategy to keep in mind for any salesperson is that you must circulate, "be seen." It'srepparttar 105645 most perpetuating sales lead program you can foster.

-- Finally, as you're working hard to generate all these new leads, make sure you have a follow-up plan in place. The fastest and most affordable follow-up method is to ask prospects if they want to receive your free monthly ezine.



Sharron Senter is a New England-based marketing consultant, speaker and founder of Senter & Associates, a marketing communications firm that helps small businesses deploy low-cost marketing strategies. Sharron is well known for her free monthly emailed marketing tips, found at http://www.sharronsenter.com. She’s also the cofounder of http://www.VisitingGeeks.com – an onsite computer repair, networking and security company based north of Boston.


How to Recognize Great Ads (that Are Generating Leads!)

Written by Daryl Logullo | Strategic Impact!


Continued from page 1

1.Analyze your ads. What do they say? How do they say it? What is your headline? Does your ad present a U.S.P? Do you state your offer? 2.Know your basic offer, headline and copy that workrepparttar best. Now try to IMPROVE them. 3.Leverage your marketing. Take your best ad and start testing differing versions against one another. Keeprepparttar 105637 variablesrepparttar 105638 same, but changerepparttar 105639 headline. 4.Review 6 features to see if your ad has: ·A strong headline/opening thrusts ·A story or pitch ·A proposition ·The exact offer ·A guarantee (to shiftrepparttar 105640 prospects risk) ·A call to action

Great advertising means being able to find different ways of sayingrepparttar 105641 same thing. Start by experimenting with new restatements of your most winning headline.

Daryl T. Logullo is the Founder of Strategic Impact! a marketing referral consultancy located in Vero Beach, Fla. He concentrates heavily on alliance and referral building strategies for today’s professional. Get a Free Report, “The Most Powerful Referral ‘Secret’ Ever Discovered,” instantly delivered at http://www.strategic-impact.com/Rule




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