Leading Marketing Strategies For Every Aspect of Your Practice
Michael Morrow, CFP Prudential Indonesia April 2 to 4, 2012
Successful Marketing
What Makes You Successful
Marketing Strategies to Attract High Quality Clients
Client Contact Strategies to Move Clients to Action
KNOWING to DOING
The DNA of:
A blueprint or code containing the instructions on how to build and maintain a highly successful practice.
DNA
How to Graduate Clients Up Loyalty Ladder
Results
More ClientsBetter Clients
More From Existing ClientsClients Who Whine Less
Clients Who Don’t Blame You For What Is Out Of Your Control
Clients Who Follow Your AdviceClients Who Ignore The Media
Quality Referrals
Things To Do By: Friday April 13th 2012
1) ________________________________
2) ________________________________
3) ________________________________
4) ________________________________
FREEDOM from labour and
pain; FREEDOM from concern and
anxiety;FREEDOM from great effort; FREEDOM from financial
need.To render LESS DIFFICULT.
EASE
E
DNA for Success
ASE
DUCATIONCTIVITYKILLSXCITEMENT
Lack of one will require overcompensation by the other three
Ranked In Order of Importance by actual CLIENTS
1 – Enthusiasm2 – Trust3 - Service
Value consists of Ideas
SolutionsBenefits
PriceCost
QualityIntegrityService
CommunicationCharacter
Investment?Or
Expense?
The Marketing System is an investment to protect your
investment
Marketing
Questions to ask before sending anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
You drive for
SHOW
You Putt for
DOUGH
Quality Thank You Card
Dear David and Mary:
Just thought I’d send you note to let you both know how much I enjoyed our meeting.
I look forward to the opportunity to work with you and appreciate your confidence.
Please feel free to contact me at any time.
All my best!
Sincerely,
Michael Morrow
People will sit up and take notice of you if you
will sit up and take notice of what make them sit up and take
notice.Frank Romer
simplypersonalized.comanydate.combirthdayandanniversarygifts.com
usedmagazines.com
( Google historic newspapers or historic archives )
Questions to ask before sending anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
Sent a post card made of Wood
I HAVE IDEAS THAT ARE STRONGER THAN THIS
Send letter to assistant with box of chocolates asking her to give the enclosed letter to her boss.
Call your most successful prospect and tell them that you will pick them up, drive them to the airport and sit next to them on the plane.
Questions to ask before sending anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
Questions to ask before sending anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
VoicemailAlways give phone number twice.
Do you promise to return call today
EmailWhat does signature look like
What does TO and FROM look likeDo you have full signature
Do you invite to your websiteHow quickly do you reply
Never forward funny pictures
Facebook / Twitter / LinkedinWould you be proud
You are always on the job
Successful Marketing
What Makes You Successful
Marketing Strategies to Attract High Quality Clients
Client Contact Strategies to Move Clients to Action
KNOWING to DOING
The DNA of:
A blueprint or code containing the instructions on how to build and maintain a highly successful practice.
DNA
How to Graduate Clients Up Loyalty Ladder
Campaigns
Thank you cards Client binder Calendar Family picture “Newsletter” Articles of interest Lunches/Dinners Life Insurance Investment Revenue Specific Financial Planning Fees
Simple “one-off” campaigns.
Sports pools – easy, online, high participation, fun. Golf Tournaments – sponsor a hole, bring a client, donate prizes. Acme humble pie website. Rocky Mountain Chocolate Retirement Business Card Retirement Party/Birth day Party Historic News Paper Sponsorships Prize Donations Promotional materials historicnewspaper.com anydate.com newspaperarchive.com usedmagazines.com
Client Family Events
Birthdays Anniversaries Death of a relative Graduation of a child/grandchild Client relationship anniversary Investment milestones Seasonal holidays
Campaigns for Kids
Area activities and programs for kids. Toy Mountain charity, food bank,
pumpkins etc. Books – The Money Tree, The Richest
Man in Babylon, The Wealthy Barber. Websites Graduations, summer jobs, investment
symposiums etc. Child Binder.
“I lost my legs, I didn’t lose my heart” Bob Weiland
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