Category Archives: Uncategorized
Positioning: Are You Top of Mind?
Mindshare is the level of awareness of you and your firm in the mind of a prospective client. It’s important you build mindshare in your chosen markets so that your firm is top of mind when a prospective client is ready to take action. In their classic marketing book Positioning: The Battle for Your Mind,…
Proactively Managing Your Sales Pipeline
Your sales pipeline represents the future of your business. In this podcast I cover: 7 steps of the sales process Keeping your pipeline flowing with new business Quality vs quantity Options for maintaining your pipeline Click here to listen
Start Focusing on Sales Behaviours
Many firms mistakenly believe a good compensation program is the way to motivate professionals to achieve superior results. Wrong. Compensation programs do not motivate; in fact, some can be de-motivators. I speak with many professionals who don’t know about their compensation or about how it works. Worse still, I meet leaders who are unable to…
How to Create a Proprietary Marketing Network
If you’re struggling to produce solid organic growth every year, consider creating your own proprietary marketing network. Financial services marketing falls into three categories: One-dimensional traditional marketing. The focus is on short-term tactics for client acquisition Two-dimensional relationship marketing. The focus is on client retention, achieved by building long-term relationships Three-dimensional proprietary marketing. The focus…
11 Ways to Leverage Prospects That Don’t Buy
A sales leader had the following conversation with a professional: Leader – I recommended you try referral marketing to boost your productivity. Professional – Referral marketing is not a reliable enough system. Leader – Why not? Professional – Because if you have a slump for a while and don’t make any sales, you run out…
How to Build an Effective Referral Network
Did you know that networking is one of the most talked about but seldom realized marketing activities? Why? Because many professionals simply don’t understand what effective networking is. As a result, they approach it with the wrong right mindset. Effective networking is about helping others; more importantly, it’s about helping other people to get new…
For those who hate “selling” themselves
Guest Post by Jason Leister If you hate selling yourself, then maybe today is the day to ask yourself WHY. What if it’s not actually selling that you hate, but the definition of selling that you’ve accepted that is keeping you from embracing the act? What would it take to catapult “selling” from its current…
Insurance Brokers: It’s Time to Protect Your Revenue
The assistance package announced by the major Australian insurers to assist SME customers impacted by COVID 19 will impact your revenue and cash flow. The finer details are still being ironed out between the brokering industry, insures, and regulators. However, there several pro-active things you can and should be doing today to help protect your…
How to Manage Your Clients, Prospects, and Sales During a Crisis
The coronavirus crisis is impacting workplaces and rapidly changing the way to manage client and prospect relationships. In this webinar you will learn ideas not just to sustain, but to actually grow your business, during the restrictions caused by the coronavirus: Including how to: Manage your existing client relationships virtually Develop and nurture prospect relationships virtually Create and manage your…
Top Seven Mistakes Every Sales Leader Should Avoid
“A team is only as strong as its weakest link” Mark Gray Do you remember The Weakest Link? It was a television quiz show featuring a team of nine contestants. They would take turns to answer general knowledge questions, within a time limit, to create a ‘chain’ of nine correct answers in a row. At…
