Investment Centers of America (ICA) is a broker/dealer based in Bismarck, ND. This weekend they hosted their annual Sales Assistant Conference in Minneapolis. Assistants from their branches across the country participated in workshops, heard professional speakers[/tag/, and networked with their peers to improve their skill sets. Allianz Life sponsored me as a [tag]facilitator and keynote speaker for two days of the three day conference.

This type of sales training pays off for ICA. These assistants come away with new skills and procedures to improve the marketing, client service, and administration in their branches. In addition, they have VERY low turnover. What type of training do YOU provide for those who help you sell and service your customers? I suggest a two tier system that supplements your standard training program. The second tier is a “Continuing Education Account” where you help sales assistants by paying 50% of the expenses of outside training (subject to approval; the training must help them within your business.) This system gives the sales assistant a say in selecting training, but it also require that they have some skin in the game. If an assistant does not take advantage of this opportunity to broaden their knowledge and skills…well, you need to know that as well.

Attracting and retaining talent is a perpetual challenge. By providing additional training and treating your staff as the professionals they are is a great investment in your business.

Technorati Tags: professional speakers[/tag/, and networked with their peers to improve their skill sets. Allianz Life sponsored me as a [tag]facilitator, keynote speaker, sales training, marketing, client service

This week I presented the keynote speech to a gathering of top financial advisors with Smith Barney, a division of Citigroup, which was held at the American Club in Kohler, Wisconsin. This educational conference was attended by advisors from five states, as well as representatives from 14 financial services distributors who “wholesale” investment products through these advisors. My presentation was on client referrals and client relationship development, but I picked up a great idea from one of the wholesalers.

He mentioned that most of the financial advisors in attendance were in his territory. Knowing these FA’s would be at this conference for three days, and that their assistants would be back at their offices, he decided to do something nice for these assistants. The wholesaler had his assistant send each of the FA’s sales assistants a note recognizing their hard work while their boss was at the conference, along with a $10 Starbucks gift card. A little caffeine helps when you are putting in long hours!

Let’s examine this example of sales excellence.

• The investment wholesaler either started or maintained a relationship with the “Gatekeeper” for some of his best clients and prospects
• He also helped his internal wholesaler do the same
• The sales assistants will likely mention this to the FA in a favorable light
• The wholesaler made himself stand out from his competition.

When the cat’s away, often their assistants shoulder the load for keeping clients happy and the business running. Too many salespeople ignore, and in some cases are rude to their clients’ assistants. This simple expression of recognition and appreciation goes a long way to making certain you get past these gatekeepers when you call for an appointment. When competitors call, assistants often have a say in what products salespeople choose to sell. At the end of the day, it never hurts to be nice to people.

What ideas do YOU have for reaching out to assistants of your clients and prospects? Write a reply to this post if you have an idea you would like to share.

Good selling!

Technorati Tags: keynote, financial services distributors, client referrals, client relationship development, financial advisors, Starbucks, sales excellence, investment wholesaler

Yesterday I delivered the keynote speech for the 21^st Annual Conference of the Association of Independent Information Professionals (AIIP.) AIIP members provide businesses and organizations with “specialized research; information, knowledge, records management, writing, editing, indexing, training, translations, database design, and web page development.” (www.aiip.org) These talented professionals cover a very broad range of information disciplines, including business and industry, banking, finance, legal research, healthcare, public records, government, and others

In preparing for this presentation over the last few months, I spent time interviewing several of the officers and other members of AIIP. When I arrived at the conference, my suspicions were confirmed; these people finished much higher in their class standings than I did! Many are former librarians, and they are incredibly intelligent people and talented researchers. In addition, they are exceptional business people!

During the opening session, they came to the podium, and in 30 seconds or less, gave their value propositions, defining statements, and the taglines for their companies. Here are some of my favorites:

• “An HMO of Information”
• “A High Tech Business Doing Business The Old Fashioned Way”
• “Making green while going green”
• “The world of information at your fingertips”
• “Only The Smart Survive”
• “Linking Data to Decisions”

Wow! I witnessed what is possible when you have a collision of extreme technical competency and exceptional marketing. This raises a question…how do YOU describe what YOU do with YOUR value proposition, defining statements and tagline? The time you have to capture the attention and interest of a prospect continues to shrink. In a bullet-point world you must be able to quickly tell people what you do, and how you do it. If you have a good tagline, I would love to read it. Feel free to send them to me, or leave a response to this post and share it with others.

So…what DO you do, and HOW do you do it?

Good selling!

Technorati Tags: keynote speech, AIIP, value propositions, defining statements, taglines