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Author: Rachel Staggs

13 Feb 2012

It Wont Cost A Cent To Get A New Client

by Rachel Staggs | in Marketing

The number one way to acquire a new client without spending any money is through referrals – asking for them. Hand on your heart, do you actively ask for referrals? It’s silly if you don’t isn’t it?

If referrals work then why doesn’t every Adviser actively ask for them? The 5 most common reasons are:

1. You feel too pushy
2. You don’t know what to say, how to ask?
3. You think it’s way too sales focused
4. You don’t know how to get it to work
5. Fear it will ruin your relationships

Having seen Advisers use this strategy successfully allow me to suggest some ways you can use it to generate more business

1. Use the three C’s – be conservative, confident and consistent
2. Write out what you are actually going to say to your client – how you are going to ask
3. Time when you are going to ask – when they have enjoyed your excellent service
4. Give yourself a goal of asking 3 people every week for a referral – share the goal with someone so you become accountable
5. Position referrals as a privilege
6. Write a referral policy so clients know you take them seriously

At the end of the day know that you are worthy of getting referrals and that you add value to clients. If you practice this one strategy for attracting clients, it wont have cost you any money and you will become excellent at it.

If you’re not asking for referrals someone else is.

08 Feb 2012

15 Ways To Improve Your Mail Outs

by Rachel Staggs | in Marketing

Email marketing and social media are great ways to reach out to potential and existing clients but I would suggest that the ‘old fashioned’ mail outs can still be extremely effective if done properly. The internet is a crowded place and through the client satisfaction surveys we conducted, we know that people still like to have something tangible in their hands to read, so lets take advantage of that and do it effectively:

  1. Decide who you want to mail out to. Is it your entire database or a segment? What is the aim of the mail out?
  2. Decide what you want the receiver to do, what action do you want them to take?
  3. Put some thought into the style of envelope you use – it doesn’t have to be plain white, make it interesting
  4. Create an offer that they can’t refuse
  5. Always create a headline for example, “how to/why/7 steps to” etc
  6. List the benefits/outcomes of taking action for them
  7. Explain why your offer should be taken up now
  8. Include a case study to demonstrate your understanding of them, the work you have previously done
  9. Make it irresistible for them to take action now
  10. Tell them exactly what you want them to do now, call you, email you etc
  11. Put a ‘use-by’ date on the required action
  12. Decide how you will follow up with those that don’t take action – don’t ignore them
  13. Set some sort of measure in place so you know how successful the campaign has been
  14. Consider using a copywriter to improve your message and conversion rate
  15. make sure you have the resources in place to accept the phone calls or receive the emails – create a procedure to ensure quality

I don’t know about you but nowadays the only mail I receive through the post is bank statements so something that looks interesting and helps solve my problems would be a worthy read.