“Are You Sick and Tired of
Getting Ripped Off by the Outrageous Costs of Qualified Leads.
Amazing Follow-up Phone Approach Nets One Agent $24,257 for just
Two hours of work.”
Howdy…
I seriously want to
hear from you on this…
It’s kinda driving
me nuts.
A member of mind
recently shared an interesting marketing strategy for instantly
increasing his cash flow. He was totally frustrated with being
ripped off from those Internet leads, appointment setting
companies, $2700 Tear Out Mailings and those stupid Social
Security Update Leads that prospects think their getting an
increase in Social Security benefits.
Here’s what he
did: During an afternoon lull in the workday not too long
ago, a member in the Southern States realized he had nothing
urgent on his plate that required immediate attention.
So he picked up the
phone and called a referral who he’d been playing phone tag
trying to book an appointment.
During the chat that
ensued he happened to mention an article in a client newsletter
on “How to create a ‘Tax Free’ income to your heirs and a
living legacy.” he was thinking about mailing out to his
clients… and his client expressed immediate interest.
But, hold on...
Of course this agent
was doing a very low key sales pitch he had learned in our
“3-Step Postcard System.” Just referring to an interesting
article in our monthly client newsletter.
His client asked for
him to mail a copy and the agent said he would be glad to…But he
thought it would better if he just drove it by and dropped it
off to discuss the financial article in person.
Of course, the non
threatening approach triggered an appointment.
The best part…It
triggered a sale.
But wait. There’s
more...
Just got this email today while
writing this article.
My newsletter that I sent out last
month; out of 400 send, I got 14 leads and closed $162,000 in sales to existing
customers, plus I am picking up another $112,000 today.
The key was the bullet points I used on the right side of the newsletters, most
people read to the right. Also everyone had something good to say about
closing the newsletter with a senior joke. The cost of the newsletter was
$238.00. Best return I ever got.
Mike E. Smith, MO.
It's amazing what some of our
members do in production when they have a steady tract to run
on.
Now back to the story
So this member made
another call, out of the blue, but this one was to a prospect
who hadn’t granted him an appointment…after some brief small
talk, brought up his client newsletter and an article in the
newsletter. That prospect, too, wanted the article and
newsletter and he booked an appointment using this phrase:
"I would be glad to mail you the newsletter, but
I would really like to just drop it off at your house and would
it be a bother if I shook your hand.” The prospect said, no
problem."
Now there’s a five
star tip for you.
Interesting.
Very
interesting.
No pitch. No hard
sell. Just wanted to give a copy of the newsletter face-to-face.
Just a casual
mention of his client newsletter netted him two appointments.
Hmmm.
But wait.
There’s even more...
So this member
picked up the phone again…
Long story short… He spent a couple of hours calling random
numbers on his “hot list of prospects, clients and a few
referrals”… and made $24,257. For a few hours of soft work, just
chatting with prospects about an article in his monthly client
newsletter.
There’s a couple of
lessons here.
The power of the
phone — when done RIGHT — is astonishing. Most telemarketing
sucks, because it’s impersonal and insulting. Many classic
telemarketers live off a fraction of a percentage point in
sales, and fully expect to piss off many times more prospects
and prior customers doing it. It’s a numbers game… and in some
markets (where filling up a list with new prospects isn’t a
problem, and losing old customers isn’t a sin), it sorta makes
economic sense.
Sorta.
I loathe impersonal
telemarketing myself…but what I just outlined is very low key
approach to talking to prospects on the phone.
And yet…
The phone can be a
great tool for getting stuff done.
But outbound
telemarketing is a vile thing, in my mind. Yes, it can work. So
can armed extortion. Doesn’t make it a good marketing tactic.
Side note:
The concept of using our client newsletter is a fantastic
marketing and referral tool. We have a “Tell-a-Friend” insert
that many members use for referrals. Our top referral getter
last year received over 700 referrals from prospects and clients
who return the form to his office. Of course, this member had
placed a return envelope with a 41 cent stamp on it. (People
felt obligated to write names on it because of the stamp
attached)
Anyway...
What he did wasn’t
telemarketing. Not by a long shot.
Instead, what he did
was to reach out and touch
a few folks. And it
was
him
on the line, in
person and full of personality… not one of his underlings or —
shudder
– some hired phone goon.
It was a
real call.
Now, I’ve just given
you an amazing approach anyone can use if you have your own
newsletter.
Check out our
website and client newsletter at
http://www.pmrsystem.com
Just a side note: I
have some members who actually use our client newsletter and
website as a key marketing tool and get 10-20 names of
prospective client every week.
Makes you think.
Now, for those big
shot agents who seat in their office day doing paper work, the
idea of getting on the horn for even a short afternoon spurt is
appalling. Especially if you “waste” time shooting the breeze
with people.
That’s why the
$24,257 — for a little over two hours soft-work — is the punch
line of this story.
