Focus On These Four Marketing Areas And 2007 Could Be Your
Most Successful Year Ever

It’s a new year and I’m sure you want to increase your sales over last year. Making your marketing more effective is the best way to make more sales. So here are the four areas of marketing you should focus on if you are 100% committed to growing your business.

1. Getting More Referrals

 Acquiring referrals is an effective way to find and attract new clients. So it’s really essential that you develop specific referral programs. Don’t just be passive and wait around for the odd referral, you must implement pro-active marketing activities that will encourage friends, family and current clients to give you referrals.

Do you have a strategy to get referrals from other professionals, like lawyers and accountants? Attracting referrals must be a planned activity, not based on wish and hope and luck.

2. Building Trust

According to Dan Richards, author of “Getting Clients, Keeping Clients”, building trust with your prospects and clients is absolutely critical to the long-term success of all financial planners or advisors. Far more important than product performance and your industry knowledge.

Prospects and clients want to feel secure that they are dealing with someone who has strong ethics and integrity. However, it’s not enough to just say you are trustworthy, you must demonstrate it daily with your actions.

The easiest way to start building trust is to keep your word or promise. Do what you say you are going to do. Prospects must be convinced that the advice you offer them is 100% in their interest, and not because you might gain a nice commission.

3. Adding Value to What You Offer

This term has become a cliché, but it’s not well understood. In my opinion adding value means providing extra services that exceeds industry norms and the expectations of your clients and prospects. Sometimes it’s helpful to look outside your industry for ideas on how to add value. One strategy is to identify non financial issues and problems that your target market is struggling with and help them find solutions.

4. Building Long-Term Relationships

I’m of the belief that it doesn’t matter what product or service you sell, building and developing strong relationships with your prospects and clients is a major ingredient to your success.

The better you know and understand your clients and prospects, the easier it is to help them develop a plan to achieve their financial goals. Building and nurturing your relationships will keep your name “Top of Mind”, encourage repeat sales and promote referral giving.

As you begin to develop your marketing plan for 2007 make sure you focus on these four critical areas. You are developing a written marketing plan right?

I invite you to contact me with your comments or questions. Call me to find out how my product and services can help you find and attract new clients.
E-Mail: TheMarketingCoach@PrimetimePromotions.ca