By Shirley Hanson
copyright 2007
Suppose you could call on a marketing tool
with these qualities:
- Simple to carry out,
- Can be no cost to you. (We’ll
show you how in a minute),
- Prompts new prospects to ease into a relationship with
you,
- Super-convenient for your prospects, and
- Completely under their control so that they don’t
have to worry about being flimflammed by a sales pitch.
It’s an ideal lead-generating and marketing tool
for financial advisors because it is no risk
. . . to you and, perhaps even more important, to your prospects.
In addition, you can present your unique qualities to prospects
(and clients, too) comfortably from your favorite chair
in your home or office.
There is such a marketing tool, and it’s a simple,
basic, unadorned teleseminar. And it can work brilliantly
for you in your marketing program if you know how to do
it right.
Financial Advisor King-Size Tip #1 -
Put Your Teleseminars On A Schedule
Once is not enough. Neither is once in awhile. Get teleseminars
on your calendar on a bi-weekly or monthly basis. Then,
stick to your schedule.
Financial advisors have an obstacle other professionals
don’t have: Compliance. Here’s a way around
the Compliance barrier. Put your teleseminars on a monthly
schedule. Prepare the first two and get them approved.
Then, you are ready to announce your series and set the
date for the first one. Prepare the third one for Compliance’s
oversight and keep several weeks ahead from then on.
Financial Advisor King-Size Tip #2 -
Set Your Teleseminar Series Apart With The Right Title
This idea was emphasized by Michael Port in his book “Book
Yourself Solid.” Your title for your series should
reflect what you do and attract interest. Ours, for example,
could be The Boost Your Production Series. A financial advisor’s
could be The Secure Retirement Center.
Financial Advisor King-Size Tip #3 -
Talk About Topics That Are Gnawing
At Your Prospects’ Peace Of Mind
That’s good marketing advice.
A general title for your teleseminar series gives you leeway
to present various specific topics within the framework.
Possibly, you could try a short, informal survey to discover
what your prospects really want to know.
And, yes, over time you’ll have a library of topics
to repeat. Better yet, if you tape your teleseminars, you
can repeat them regularly with little effort.
Financial Advisor King-Size Tip #4 -
Think Small With Your Teleseminar Invitation List
You don’t need a cast of dozens. A carefully orchestrated
event for one or a handful of Ideal Prospects can be immensely
productive.
Sales consultant Chris Mullins creatively calls on teleseminars
as the foundation of her sales process. She may find out,
when talking to a prospect, what his or her most troubling
problem is. Then, she’ll announce that topic for her
next teleseminar.
The names you’ve collected from your website plus
referrals and networking contacts can become your list for
your teleseminar invitations. Don’t discount your
clients because teleseminars on the right subjects can deepen
client relationships.
*Financial Advisor King-Size Tip #5 –
Go For Free
The free teleseminar service we recommend is www.freeconferencecall.com
In exchange for your name and email you receive your own
account for 120 days (and you can keep on renewing). You
get your dial-in number and access code and can use it anytime
for your teleseminars - without reservations - for up to
96 callers.
You also get your free recording. That’s how you
can repeat your teleseminars (See Tip #3.)
Your Competitive Edge
Financial advisors often wonder what they can offer prospects
to nurture the relationship. With teleseminars you’ll
never be at a loss about what to provide. They are a productive
marketing tool to start a relationship and deepen it over
time.
By presenting teleseminars on a schedule you are always
in front of your prospects. That can give you a competitive
edge in your overcrowded, overmarketed field!
Shirley Hanson specializes in helping financial advisors
breakthrough to a higher level of production. You
can call Shirley at 215.753.2620.
