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Archive for February, 2009

You Don’t Do Million Dollar Deals With A 39¢ Pen

Posted By Michael Roby | Saturday, February 14th, 2009

Years ago one of my mentors gave me this gem of sales wisdom.  As we prepared to make a joint sales call he noticed the adequate but cheap pen I was using.  Oh, it was nice enough, but it had a spring pocket clip, had the name of some other business on the plastic body. At that point my mentor uttered the words in the title above, and we stopped by an office supply store so I could buy a pen with a more professional appearance.

This all goes back to the “packaging” of yourself, which contributes to your personal brand. How you dress, personal jewelry, the type of bag you carry, your collateral marketing materials, your seminars and client communications; all should be appropriate for the market you call upon.  Your office decor and positioning of your client meeting space are important.  Atlanta-based money manager Jim Hansberger once said, “Your office should be a monument to your success.”  Granted, you don’t want to be ostentatious, but you do want to look successful.

Let’s talk about seminars.  Many advisors do dinner seminars – cheap dinner seminars. Craig Zaligson, owner of Midwest Diamond and Watch Company in Minneapolis does dinner seminars. He specializes in high grade, low production, new and pre-owned luxury timepieces. Craig hosts dinner seminars at the Oceanaire, Minneapolis’ premier seafood restaurant, for his best clients and their guests. In other words, he offers a high quality experience and attracts high-end buyers.  Advisors would do well to co-host such an event if they want to present to a more affluent clientele.

So check out your pen, and all of the “tools” you use to grow your business,  Let people know you believe in quality and that you are successful.

Good selling!

Just Because: Eleven Tips To Market Yourself & Build Relationships

Posted By Michael Roby | Friday, February 13th, 2009
  1. Call your ten best clients and tell them you were just wondering how they were doing.
  2. Deliver candy/donuts/coffee at a client’s office.
  3. Do the same at your local fire department or police station.
  4. List your top ten client’s hobbies and interests.  Do a web search and send them an article on topics that interest them.
  5. Help sponsor a client’s family reunion. How will you know if a client has a family reunion?  Ask, or have your assistant ask.  Not a bad idea to send a letter to A+ clients asking this question.
  6. Sponsor youth teams or events?  Show up at one of their events, encourage the kids, and meet their families.
  7. Become a speaker for local civic groups and schools
  8. Co-host a “Driver Safety Course” with AARP.  It will save people money on their car insurance, and you get the credit.
  9. Host a day-trip for retired clients to area attractions.  Contact a travel agency to set it up, offer it at cost to attendees, and go on the trip.  The travel agency will comp your expenses and you get to spend the day with some of your best clients and prospects.
  10. Send $5 gift cards from chain restaurants to your A+ client’s the month of their grandchildren’s birthdays. “Thought you might like to take them out for an ice cream.”
  11. Consider tips 1-9 for your assistants. Your assistants can be your best marketing.

Memorable Client Appreciation Events

Posted By Michael Roby | Tuesday, February 3rd, 2009

Yesterday I met Payce Reynolds on a flight to San Antonio.  Payce is a master salesman and successful former CEO in the utilities industry.  We discussed client entertainment, and he shared how  he hired a comedian for a client dinner to bus the tables along with the hotel staff.  Wow!  His clients laughed all evening, and have talked about it for years.

Too often we use client appreciation events as a way to sell.  If you call it a client appreciation event, then make it all about appreciating your clients.  Make it memorable.  Hire a comedian, or an improv artist.  Table magicians can add a touch of entertaining mystery to a dinner. If you have a more formal event, follow the lead of Bryan Godtland, an advisor who provided a string duet for the evening entertainment.  Of course, a world class professional speaker is always a good choice! (Hint, hint, hint!)

Be creative, be memorable, and truly entertain your clients.  Give them something to talk about.

Good selling!