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At Your Service
A smart financial planner we know who specializes in estates uses an interesting technique to ensure that his prospects show up for initial consultations. He plans his prospect meetings for two full days a week, then hires a limo and driver to pick his prospects up and return them home. His prospects feel special, he has very few "no-shows" and this extra effort helps establish many long-term client relationships.
Think Great Thoughts
An insurance salesman we know collects quotations as a hobby and uses them as a way to keep in touch with his clients. He has twelve sets of postcards made, each with a "Quote of the Month" which he mails to his customers every 30 days. He also uses quotes in his hand-written notes, personalizing the message with a great saying. When his customers think of "quotes" (famous sayings or insurance) they think of him.
Pay For the Appointment?
A financial services saleswoman we know had targeted physicians as her market, but had difficulty setting appointments with her busy prospects. What did she do? She set up an appointment as a patient with each physician, and actually paid for his or her time so they would hear her pitch. Using this method she was able to add several new customers to her client list.
Don't Get Mad! Get Funny!
The owner of a packaging products company we know was furious! One of his young salesmen left the company, taking the price and customer list with him, and was selling materials at a lower cost to his former employer's customers. The owner didn't get mad...he got funny! He found a picture of a cute little girl sitting in a high chair talking on a toy phone. He printed the picture on a postcard with the caption: "Does your packaging product rep have long-term experience?" On the other side of the postcard he stated the benefits of doing business with his company, and invited the customer to call him personally to get the best deal. His customers got a kick out of the postcard and and most began to place orders with him again.
Total Ideas: 23
Showing: 1-4
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