Convert More Clients with These 5 Tips

Earlier this week, our founder and president Jorge Villar shared 3 important tips on developing messaging that will help you convert sales. Every word within your messaging matters, and some words more weight than others. 

But what other tips should you consider as you strive to convert more prospects to clients?

Let's take a look at these 5 ideas:

1. Listen. 

Are you listening to your prospects? Are you talking over them or interrupting them? Do you take the time to hear them out and then paraphrase what they say to make sure you understood them? This critical - and simple - tip can change the way your prospects see you. Be clear and concise when you speak and respond to them, but make sure you provide them ample time and space to speak first.

2. Be irresistible. 

What do prospects really want from you? What can you offer them to solve their problems? Identify those solutions and kick them up notch by creating offers that compel them to do business with you. The offer should provide convenience and highly competitive advantages and should also showcase your exemplary level of service.

3.  Help them make the right decision. 

If you're talking to a prospect, you have both already recognized that your services are needed and are being considered. Don't focus on selling her your service; focus on selling her the solution that fits her needs.

4. Remember your manners. 

Just as your parents said, "yes m'am" and "no sir" go a long way as do "please" and "thank you." What impression of a business are you left with when one or more of its team members are discourteous to you? What does it say to you when someone you do business with goes above and beyond to exercise exemplary etiquette with you? Provide your prospects with not just the treatment they deserve but the treatment they will talk about to their friends.

5. Follow up consistently. 

By following up, you not only increase your opportunities to convert sales but you also create opportunities to build relationships and develop trust with your soon-to-be clients. These relationships are what will inspire clients to stay with you long-term and to refer business to you.

What would you add to this list? Let us know in the comments or tweet us: 

@rme360

#convertthissale 

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360

Jorge's Thoughts: 3 Tips to Develop Messaging that Converts Sales

If you've got leads, great! 

If you've got qualified prospects, congratulations! 

But how do you move them down the funnel? How does your current messaging impact your conversion rate and what can you do to improve it?

Believe it or not, every piece of written real estate matters when it comes to conversions. Each word on your print marketing, your digital messaging and your presentation materials has the power to lead to conversions, but some words have more power than others. 

Check out these 3 tips to consider when developing your messaging:

1. Stand out. Valuable prospects already have financial advisors. To earn their business, it's important to recognize that your messaging must be in steal away mode. What are you saying that is different from their current advisors? Inspire those valuable prospects to consider your services by showcasing what makes you unique. 

2. Identify pain points as well as solutions. Your prospects are likely to have several pain points of various concerns . While they won't find it pleasant or comfortable to discuss them,  they may not to do business with you unless there is something to resolve. Put the spotlight on how you can solve their pain points and make them more comfortable with their financial futures. 

3. Be top of mind. Your target prospects may not need you today, next week or next month, but inevitably they will need you. Your brand should be what they think of when they are ready to seek financial resolutions. That means your marketing efforts need to be consistent and that your messaging needs to address a variety of issues. For instance, if your target market consists of those age 55 and up, consider that their lives change every 4-6 months. Life events such as retirement, major illness or death in the family will trigger their need for you, so your messaging must speak to those concerns. 

Tweet me and let's chat about tips to convert sales:

 @JorgeVillarRME

By: Jorge Villar, President and Founder 

#convertthissale

6 Tips for Building Lasting Client Relationships

 Do your favorite brands interact with you on social media? Do they show their appreciation of your patronage? Do they give you the "wow" factor at each point of service?

If they want to build lasting relationships with you, then they should be doing these things and more. And if you aren’t providing such things in an effort to build meaningful relationships with your clients, then it’s time to make immediate changes. Use the following tips to help you provide amazing service so that you can wrap the story and reputation of your brand around each client and prospect.

• Celebrate milestones with clients. This sounds simple, huh? But often we find ourselves too busy to remember birthdays, anniversaries or other important milestones our clients celebrate. Make time to send a card or to send a VSnap video via social media or email for such dates. (VSnap allows you to record 60 second personalized videos, a technique that can help you establish a connection and create trust.) 

• Remember that not every call should be a sales call.  If a client thinks you only call to sell her something new, you won’t be able to establish a meaningful relationship.  Find other opportunities to call clients and provide value to your service. Invite them to lunch to say thank you for their business, send them links to articles relevant to their businesses or call them to discuss best practices for a product or service you provide. Try to have multiple client touches throughout the year. 

• Don’t hinge your entire relationship on digital communication.  It’s very easy to rely on e-mail as the primary relationship tool, but remember that clients need to hear your voice and see your face, both of which add a personal touch and go a long way toward deepening client relationships.

• Exceed your clients’ expectations with the “wow” factor. One of the best ways to develop a meaningful relationship with your clients is to give them 1) exceptional service and 2) exceptional results. Don’t oversell yourself and don’t promise more than you can deliver, but set expectations that provide you with opportunities to excite your clients. Think about the last time a brand left you saying “wow.” Did a representative call you by your first name? Did he tweet about your business from his company’s profile? Did she deliver a product or document to you because you couldn’t come into the office? Did he send you a goody basket with a handwritten note? Remember how you’ve been dazzled by exceptional service and recreate such moments for your clients.

• Inspire your team with best practices. So now that you’ve recalled how you were dazzled, inspire your team to do the same by discussing best practices. One of the most powerful ways to continue with providing the “wow” factor is to share ideas on how to do so with your employees and/or colleagues. Bring in breakfast one morning and sit down with your team to listen to their ideas and to pass on yours as well. Talking about these ideas can increase the chances that providing “wow” factors become a standard for your brand.

• Find common ground. Do you and a client both love sports? Do you both have aging parents? Do you both enjoy the same activities outside of the office? Talk with them about such common ground issues; having something to talk about other than the business you are collaborating on makes working together on both sides much more gratifying.

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360

10 Tips for Dominating Your Next Trade Show

You may be gearing up to attend a trade show to raise awareness of your brand, promote a new product or service and/or to provide your team with professional development opportunities. Whatever your goal(s) may be, trade show marketing is like any other marketing strategy: it's an investment that requires planning and preparation if you expect a positive ROI. 

Here are 10 tips to help you get started: 

1. Use your social media outlets marketing before, during and after the show.  Tweet about your experience using the trade show’s hashtag. Post photos of show activities on your company’s Facebook and LinkedIn; you can also use these for marketing purposes later. Blog about key takeaways, especially if you are a speaker at the show.
2. Choose the right trade show and send the right people. Decide the purpose for attending and then match that purpose with the staff who will maximize the takeaway value.
3. Pay attention to the informal meetings. People who you meet in the hallway, other vendors, and participants at dinner or at the cocktail hour can be the most important folks you’ll meet.
4. Use a bowl to collect business cards as part of a raffle. It’s a great way to collect names, phone numbers and email addresses.
5. Keep detailed lists of who you met and what you discussed. This will help you when you follow up. 
6. Set up meetings and events in advanced. Schedule dinners and/or plan a cocktail reception and invite a handful of potential clients. Make a brief presentation, but create a relaxed environment.
7. Give away technology prizes during your raffle. Such prizes are always popular with attendees, and the raffle can increase your engagement. 
8. Ask about being a speaker/presenter at the event as part of your sponsor package. It’s a great way to brand yourself as an expert in your field and it will provide social media opportunities for you before, during and after the event as well.  
9. Mail and email every name on the attendee list. By sending relevant messaging before and after the show, you can reach top of mind awareness among prospective clients. 
10. Follow up with every lead in a timely manner and with relevant information. A prompt, professional and personalized response can make make your company stand out from the competition who may take days or weeks to respond.

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360