L3F1 MUSIC

Tele Style

How to Use LinkedIn to Plan and Prepare Your Tele-Prospecting Call

If you are not using LinkedIn when planning and preparing prospecting call, you are missing a huge opportunity to gather superb information that you can use to plan your call, build rapport, ask questions and advance the sale.  Here are four simple steps to make Linked In work for you:

Step #1: Join Linked In

If you haven't done so, join LinkedIn. It is the largest B-to-B social media-networking group in the world.

Step #2:  Get the Names of Your Prospects

If you have a prospecting list with the names of decision makers, you can skip to Step #3. If not, the next step is to ensure you have the names of the decision makers.  You do that the old-fashioned way: pick up the phone and call.

The best way to garner a name is by using this powerful trigger phrase when speaking to the receptionist, secretary or whoever you call to gather information. After identifying yourself, simply ask:

"Can you help me?  Can you give me the name of the person who is responsible for _______?"

Two quick points. First, pause after you ask for help. This puts the ball in their court and almost invariably the answer is "yes" or " I will try."  Not only is this polite, it changes the dynamic of the call.

Then, ask for the NAME of the individual.  That's it. You don't want to speak with the decision maker at this stage.  Once you get the name, thank the individual and terminate the call.

Follow this process and make a list of 25 or 30 prospects.

Step #3: Research the Prospect on LinkedIn

Armed with these names, log into LinkedIn and begin your research.

In the upper right hand corner, there is a search box with a pull down menu.  Click on that and you'll see six options (people, jobs, companies, answers, inbox, groups). Click on "people" and enter the prospect's name.

Of course, not everyone belongs to Linked In so don't expect a hit on every prospect you enter. But you'll be surprised at how many match up.

LinkedIn will provide you a list of names that match your entry. Often you'll see names identical to that of your prospect. Scan through the names and match the prospect name to the prospect company. This will ensure you have the right contact. You can narrow your search by using the filters on the left side of the page.

Once you've done that, click on the name and start exploring.  Depending on your prospect, the volume of information can sometimes be staggering.  Here are some areas to review:

• Look at their background. Most read like a resume and you'll get an instant feel for the experience and knowledge of the prospect. Many times you'll get their titles and responsibilities.

• Check the 'groups' section. Groups reveal specific areas of interest and affinity.

• Others will mention the schools they've attended. Maybe you're both Florida Gators alumni.

• Many LinkedIn members will identify specific "interests" such as hobbies or sports.

• Some members provide a list of the books they are reading.  Often you'll see 'recommendations' by other members.

• Assess their writing style. Is it formal or informal, detailed or broad, humorous or serious?

Step 4: Plan your approach

You will be absolutely staggered by the information available to you. But contrary to popular belief, information is NOT power. It is only potential power. You need to leverage what you've learned to give yourself an edge.

This takes a little time, thought and effort. For example, maybe you could send the prospect something prior to your call. For example, you might send a recipe for a coffee/chili rub for a prospect who expressed an avid interest in barbequing. Attach a note and say, "Hey Art, thought this might spice up your day!" When you call make sure to reference the recipe. They'll remember and they'll listen.

If you're an alumni of the same school,  mention it in your opening statement. It builds a degree of affinity.

If the prospect is a Chicago Blackhawks fan, lather it on.

Suppose you encounter voice mail. Is there something you could reference that gives your message distinction? For example, "Mike, I see you recently won the Director of Year Award for ABC Co. Congratulations."  This ego stroke gets you remembered.

Using the prospect's background, develop questions that relate to their area of responsibility. It will bring instant focus to the call and relevancy to your call.

Use the writing style of the prospect to tailor your presentation. If the prospect is analytical, use a more detailed approach. If there is humor, lighten your approach.

The list is endless.

Summary

LinkedIn is a valuable tool. Use it wisely to give yourself an edge and increase your odds of sales success

About the Author

Jim Domanski is president of Teleconcepts Consulting, a firm that helps individuals and businesses who struggle to use the telephone more effectively to sell and market their products. The author of four best selling books on B2B tele-sales, Jim has been featured on a variety of televiision and radio programs not to mention such publications as The Financial Post, Profit Magazine, Selling Power, Adverstising Age, Marketing Magazine and many others. For over 17 years he has worked with companies big and small providing consulting, training and coaching. Visit his web site at www.teleconceptsconsulting.com  and download his FREE Special Report, "The 9 Voice Mail Blunders and What You Can Do About Them."

Tele Style
1959 tele style "Crews '59 TL"

Fender Acoustasonic Tele $999.99 Fender Acoustasonic Tele This Fishman undersaddle piezo pickup effectively generates the resonance and complexity of a full-bodied acoustic within the familiar platform of the Telecaster. The incorporation of a rosewood bridge, a chambered body, and Twisted Tele neck pickup result in an incredibly versatile Telecaster! Check the drop-down menu to the right to select colors and/or other options. Fender Acoustasonic Telecaster Electric Guitar Features: Model name: Fender Acoustasonic Telecaster Series: Deluxe series Body: Ash with spruce wedge top Finish: Polyester Neck: Maple, modern C shape Fingerboard: Rosewood, 12" radius No. of frets: 21 medium-jumbo frets Pickups: Twisted Tele, neck; Fishman Undersaddle piezo, bridge Controls: Fishman Aura Preamp model selection with 3-way switch Bridge: String-thru-body rosewood bridge with compensating saddle Pickguard: Brown shell Pickup switching: 3-way blade: Position 1: Neck only; Position 2: neck and piezo; Position 3: Piezo only Machine heads: Fender vintage-style tuners Hardware: Chrome Scale length: 25.50" (648 mm) Width at nut: 1.650" (42 mm) Accessories: Deluxe gig bag, stereo Y cable Unique features: Magnetic/piezo pickup combination, Fishman Aura System, rosewood bridge plate, mono/stereo operation, chambered ash body Get Your Fender Acoustasonic Tele Today!

SKB 3i Series Molded Strat and Tele-Style Case $249.99 SKB is revolutionizing the industry again with the first injection molded guitar case! The 3i-4214-66 accommodates "Strat" and 'Tele" style guitars and is the latest size in SKB's 3i series of waterproof cases.

Fender Tele Thinline NOS $3900 Fender Tele Thinline NOS Fender Tele Thinline NOS Description: Originally conceived as a model that could've been made during the halcyon days of the early '50s (we didn't begin building thinline guitars until 1968), Custom Shop Senior Master Builder Chris Fleming recently designed the Custom Telecaster Thinline guitar with many of the same features and materials found in early Nocaster® guitars. The one major difference is its thinline, nitrocellulose-finished ash body, complete with f-hole. Additional features include a straight-grain, lightly tinted one-piece maple neck, Chris Fleming custom-wound pickups and vintage bridge. A truly distinctive Fender guitar. This guitar has been given our "New Old Stock" (NOS) treatment-built (from original tooling) as if bought new in its respective model year and just found today. Fender Tele Thinline NOS Specifications: Model Name Custom Telecaster® Thinline NOS Model Number 150-0502-(Color#) Series Custom Shop Special Edition Series Colors (806) Black, (807) Vintage Blonde, (Nitrocellulose Lacquer Finish) Body Semi-Hollow Premium Ash Body Neck 1-Piece Maple, "U" Shape, (Light Tint Nitrocellulose Lacquer Finish) Fingerboard Maple, 9.5" Radius (241 mm) No. of Frets 21 Medium Jumbo Frets Pickups 1 Custom Shop "Twisted" Tele® Single-Coil (Neck), 1 Custom Shop Broadcaster Single-Coil (Bridge) Controls Master Volume, Master Tone Pickup Switching 3-Position Blade: Position 1. Bridge Pickup Position 2. Bridge and Neck Pickups Position 3. Neck Pickup Bridge Vintage Style Strat Strings-Through-Body Hardtail Bridge Machine Heads Fender® /Gotoh® Vintage Style Tuning Machines Hardware Chrome Pickguard 1-Ply Parchment on (806), 1-Ply Black on (807) Scale Length 25.5" (648 mm) Width at Nut 1.650" (42 mm) Unique Features "F" Hole, Black Dot Position Inlays, Strings Fender Super 3250R, Nickel Plated Steel, (.010 to .046), p/n 073-3250-006 Accessories Deluxe Black Hardshell Case (Black Interior), Strap, Straplocks, Cable, Polishing Cloth Case Deluxe Black Hardshell Case Introduced 1/2006 Notice Product Prices, Features And Specifications Are Subject To Change Without Notice Get your Fender Tele Thinline NOS today!

Fender Tele Thinline Relic $4400 Fender Tele Thinline Relic Buy Today & We'll Throw In The Following Free Gifts Free Fender Electric Survival Pack This is a limited time offer so please act quickly! Survival Pack includes Fender electric strings, Fender Picks, polish, a polishcloth, hex wrenches, wire cutters, a string winder and a handy leatherette pouch for storage Fender Tele Thinline Relic Description: Originally conceived as a model that could've been made during the halcyon days of the early '50s (we didn't begin building thinline guitars until 1968), the Custom Telecaster Thinline guitar was recently designed by Custom Shop Senior Master Builder Chris Fleming with many of the same features and materials found in early Nocaster® guitars. The one major difference is its thinline, nitrocellulose-finished ash body, complete with f-hole. Additional features include a straight-grain, lightly tinted one-piece maple neck, Chris Fleming custom-wound pickups and vintage bridge. A truly distinctive Fender guitar. This guitar has been given our "Relic" treatment-built to show years of natural wear and tear; with nicks, scratches, worn finish, rusty hardware and aged plastic parts. Fender Tele Thinline Relic Specifications: Model Name Custom Telecaster® Thinline Relic® Model Number 152-0502-(Color#) Web Instrument Type Telecaster® Colors (806) Black, (807) Vintage Blonde, (Nitrocellulose Lacquer Finish) Body Semi-Hollow Premium Ash Body Neck 1-Piece Maple, "U" Shape, (Light Tint Nitrocellulose Lacquer Finish) Fingerboard Maple, 9.5" Radius (241mm) No. of Frets 21 Medium Jumbo Frets Pickups 1 Custom Shop "Twisted" Tele® Single-Coil (Neck), 1 Custom Shop Broadcaster Single-Coil (Bridge) Controls Master Volume, Master Tone Pickup Switching 3-Position Blade: Position 1. Bridge Pickup Position 2. Bridge and Neck Pickups Position 3. Neck Pickup Bridge Vintage Style Strat Strings-Through-Body Hardtail Bridge Machine Heads Fender®/Gotoh® Vintage Style Tuning Machines Hardware Chrome Pickguard 1-Ply Parchment on (806), 1-Ply Black on (807) Scale Length 25.5" (648 mm) Width at Nut 1.650" (42 mm) Unique Features "F" Hole, Black Dot Position Inlays, Strings Fender Super 3250R, Nickel Plated Steel, (.010 to .046), p/n 073-3250-006 Accessories Deluxe Black Hardshell Case (Black Crushed Velvet Interior), Strap, Straplocks, Cable, Polishing Cloth Case Deluxe Black Hardshell Case Introduced 1/2006 Notice Product Prices, Features, Specifications and Availability Are Subject To Change Without Notice Buy Today & We'll Throw In The Following Free Gifts Free Fender Electric Survival Pack This is a limited time offer so please act quickly! Survival Pack includes Fender electric strings, Fender Picks, polish, a polishcloth, hex wrenches, wire cutters, a string winder and a handy leatherette pouch for storage Get your Fender Tele Thinline Relic today!

Fender J5 Triple Tele Deluxe $1199.99 Fender J5 Triple Tele Deluxe A new-millennial update of a timeless classic. Inspired by one of our favorite uber-shredders, John 5, the new J5 Triple Tele® Deluxe puts a fiendishly ferocious spin on the always-popular '70s-era Tele Deluxe design. A study in black and chrome, the J5 put three screaming hot high-output Enforcer™ humbucking pickups in a sleek black double-bound body adorned with a vintage tremolo bridge and a flash chrome pickguard guaranteed to blind 'em all the way in the back row. Yikes "My eyes! My ears!" Pairing three high-output Enforcer™ pickups with enough chrome to blind the back row, the J5 takes the ever popular '70s-era Tele Deluxe platform to new heights. Additional features include a '70s large Stratocaster guitar headstock, a double-bound body and a traditional vintage tremolo. Available in Black (306). Specifications: Model Name J5 Triple Tele® Deluxe Model Number 013-0050-(306) Series Artist Series Colors (306) Black, (Polyester Finish) Body Alder Neck Maple, '60s "C" Shape, (Gloss Polyurethane Finish) Fingerboard Rosewood, 12" Radius (305mm) No. of Frets 22 Medium Jumbo Frets Pickups 3 Chrome Covered Enforcer™ "Wide Range" Humbucking Pickups (Neck, Middle and Bridge) Controls Master Volume, Master Tone Pickup Switching 3-Position Toggle: Position 1. Bridge Pickup Position 2. Bridge and Neck Pickups Position 3. Neck Pickup Bridge American Vintage Synchronized Tremolo Machine Heads Fender® /Schaller® Vintage "F" Style Tuning Machines Hardware Chrome Pickguard 1-Ply Chrome Scale Length 25.5" (648 mm) Width at Nut 1.6875" (43 mm) Unique Features 3 Chrome Covered Enforcer™ Humbuckers, Matching Black Painted Large '70s Style Stratocaster® Headstock, Bound Top and Back, Toggle Switch Mounted on Upper Bout, Chromed Brass Pickguard, Black Switch and Tremolo Arm Tips, Dot Position Inlays Strings Fender Super 250L, Nickel Plated Steel, Gauges: (.009, .011, .016, .024, .032, .042), p/n 073-0250-003 Accessories Deluxe Gig Bag Case Deluxe Gig Bag Introduced 1/2007 Notice Product Prices, Features, Specifications and Availability Are Subject To Change Without Notice Get Your Fender J5 Triple Tele Deluxe Today!

Effective Seminar Marketing - Tips to Get Prospects to Show Up For Your Seminar

EFFECTIVE SEMINAR MARKETING: Tips to get prospects to Show Up for Your Seminar

Next to doing the right thing, the most important thing is to let people know you are doing the right thing. - John D. Rockefeller

With over 15 years of experience as a financial adviser, I know how difficult it can be to market and expand your business. This article provides tips on marketing your Socially Responsible Investing (SRI) practice through effective seminar marketing. The primary focus is on getting prospects into the room. Later articles in this series will help you to develop the content and other logistics for an effective seminar.

Seminar Marketing sets the stage for professional success and can serve as your first exposure to the clientele you are trying to attract. To be most effective in expanding your business, I recommend conducting your own seminar. If you are not comfortable doing all the speaking yourself consider partnering with a professional in a related industry or a wholesaler who is comfortable in front of an audience who can do it with you. The goal of a seminar is to schedule an appointment with as many qualified prospects as possible while telling the public you practice SRI.

WHAT IS THE BEST WAY TO FILL THE ROOM?

Traditional ways of marketing a seminar can work well to get your name out, whether you are new to a community or a long-time member.

Radio advertisement: Local AM radio stations that focus on the financial market are the best approach for this type of media. Consider sponsoring an episode of a professional's show in a related industry, or have your own commercial running between shows that are related to your field. I had my own radio show for over two years and this created significant credibility with my listeners. If your compliance department allows it, ask to be a guest speaker for a show or have your own.

Inserts in local newspaper: This can be done as a classified ad, or a brightly colored insert, similar to a flyer. Be specific about the audience you want to attract with your language. Relate to your target market so that when people see your ad they think, "That's me!" Start the ad with a question so your prospect answers your question in their mind. Examples could include: "Are you retired or planning to retire soon?" "Are you ready to invest in alignment with your values?" "Do you want to make money AND make a difference?"

Be active in your community: Perhaps the best was to fill a seminar is to draw on your networking activities in the community. Be strategic about the clubs and organizations you join, with an eye toward meeting people that can be prospects, clients and referrals. Social events, recreational activities, and spiritual events can all be places where you will meet potential clients. Be ready with your business card or a flyer for your next seminar. Be sure to get as much contact information as possible and follow up shortly after meeting your new contact! This is a crucial step often skipped leading to a missed network opportunity.

Personal invitations: Don't be afraid to invite people you know, especially the first time you do a seminar. Having familiar faces in the room can help you gain confidence in your ability to give a professional seminar. While your personal contacts may not be interested in your products, they now understand more of what you do and can refer you to friends and colleagues more easily.

Referrals: Some advisors are afraid to ask for referrals. Many others are great at asking but don't have a system for converting them into an actual client. Clients tend to know people who share their values, so this is the best way to get qualified and hopefully enjoyable prospects to attend your seminar. Make this a social as well as educational event for your clients by inviting them to your seminar and recommending they bring some of their friends and colleagues.

* Be sure to ask the client for the referral's name, address and phone number ahead of time so that you can send an invitation and also make a personal phone call. (Stay tuned for the upcoming system developed by Resources for Advisers that will teach in detail how to receive referrals and convert them easily to clients.)

Taking advantage of local web resources: Many communities have local websites for getting information out to members of the web community. This can be a quick way to get your name out and invite people to a seminar. I am on several social networks that are really helpful in disseminating my marketing materials.

TRY TEACHING!

Once you've had some experience presenting your seminar, try these methods to continue growing your prospects both locally and nationally:

Tele-classes: Contact related business to do tele-classes. These can be done with CPA firms, mortgage brokerage firms, and other related businesses. Doing a joint seminar with Mortgage Brokers, Estate Planning Attorneys and Accountants is a great win-win for both of you when you each invite your client list. Use a free service such as freeconferencing.com and send the phone number via email to invitees and leads. Make sure the tele-class is interactive and engage the audience. Leave plenty of time for questions. Many people like this concept because they can participate without having to leave their home or office and it leaves no carbon footprint!

Teaching classes: Teaching a course on SRI at a local community college, university, learning annex, or investment club can help you attract clients to your business. Contact your local educational resources to see about opportunities to teach in their adult education night/weekend courses. This can be a single class or can be a series depending on the extent of your content and the structure of the educational programs for your area.

Speaking for other peoples' audiences: My favorite way to get my name out to the public is to be invited to speak for audiences that already have a scheduled event. You can ask to be an "expert" guest speaker at another professional's seminar in a related industry. As an invited speaker at Rotary clubs, investment clubs, and other active-adult communities, you will gain immediate credibility with the audience.

"On call" Financial Planner: Be the "on call" financial planner for local businesses and offer your consulting services free of charge. Contact the Human Resources department of a local company and offer to conduct free seminars for their employees at their business location. Topics can include utilizing SRI within their 401K plans, 529 plans, IRAs and other investment accounts. Set up 15-20 minute appointment slots after the seminar to meet with each person to reallocate their retirement plan and set an appointment for a future date reviewing their whole portfolio, with their spouse present if possible.

Specialized markets--Mailers: The best way to target individuals based on your niche market is through mailers. Here are some examples of ways to attract the right people for your niche. If you specialize in IRA distributions focus on prospects over 59 and a half and mention IRA Distribution strategies in your mailer. Or, if you enjoy educating women on issues specific to women consider a list of women only and perhaps widows to narrow the niche even more. One way to include higher net worth recipients is to ask for the category of homeowners along with your other specifications. Narrowing by homeowner can eliminate some prospects that could be in your niche so consider what is important to you.

MAKING THE MOST OUT OF MAILERS!

Choosing the right type of mailers and smoothly and easily distributing them to the right prospects takes some advanced planning.

Distributing Mailers: Regardless of the mailer you chose, you will need a mail house to get them sent out. Build a relationship with a local mail house since repeat business usually leads to discounts. Local businesses can offer a full range of services including: providing mailing lists, creating a customized mailer, addressing, offering bulk postage and delivery to the post office. For smaller, more intimate seminars consider using real stamps instead of bulk postage and address the envelopes in ink. With any form of mailer always ask for discounts especially when placing large or repeat orders.

Compiling Mailing Lists: You may have a targeted mailing list from the contacts you have in your community. Some title companies will give them to you for free as an incentive to develop a networking relationship with the title officer. Otherwise, you may need to purchase a mailing list. The size and type of mailing list you choose directly affects your response rate and the qualified attendees you receive. Be sure to find a service that provides customizable mailing lists, including zip code selection, age targets, net worth targets, home ownership, etc. You can customize your mailing list based on a variety of demographic factors and target affluent zip codes in the surrounding area of your office location. A typical response rate is.5% - 2% if sent to completely cold prospects so be sure to send out enough mailers. Repetition lets the audience know that you are here to stay and increases these numbers. Of course, client referrals are substantially better prospects.

Invitations: Wedding-style invitations with an RSVP card are a professional, albeit more expensive, way to market. This is a very common approach among financial, real estate, mortgage and other professionals offering a seminar. You may want to take this concept and update it with your own touch to set yourself apart from the others. These do tend to get a higher response rate but they cost more too. I sprinkle these type of mailers occasionally for variety.

Postcards: Low-cost postcards can be designed and ordered online and shipped directly to your mailing list or sent to a local mail house. The postcards can be very stylish and professional but limit how much content you can include. These are great for reminders to your clients and hot prospects, such as referrals. Remember, your postcard does not have to be the smaller size. I often do half page postcards on nice cardstock. This is probably my favorite type of mailer because it is "naked mail". Your prospect doesn't have to open an envelope to see it.

Flyers: These can be folded and mailed without needing an envelope. This is a cost-effective approach, and allows a full page to market your seminar. Be sure to use a bright, pleasing color so it stands out in the mail and have extras for placement at other businesses. Choose professionals in a related industry (i.e. Estate Attorneys) and ask them to place these flyers in their lobbies or on their desk. It is especially important that tax preparers have plenty of flyers on their desk during tax time since clients often ask questions the tax preparer cannot legally answer.

Val-Paks, Penny Savers and other coupon mailers: This is usually cost-effective and can be done routinely if you plan to host seminars on a regular basis, but is less efficient at targeting a specialized market. We have a company that distributes high-end packets that are much classier than a Val-Pak and I recommend researching this option in your local area before choosing this option.

Bonus placement of any mailer: Whether you are marketing a seminar or simply getting your name out there for public recognition, placing flyers, postcards, business cards, etc... in the offices of related business can give you immediate credibility. Be sure to develop relationships with estate planning attorneys, CPA firms, real estate brokerages, and other professional service businesses in your area.

Article submitted by Jobie Summer and Resources for Advisors.

Are you a Financial Advisor or Financial Planner wanting to market your practice?

Learn more about our Financial Advisor marketing resources by visiting:

http://www.resourcesforadvisors.com
http://www.askjobie.com

 

About the Author

Jobie Summer, CFP, CEP, CFS, MA was a leading financial advisor and consultant.  After having a successful practice for over 15 years and selling it successfully, she decided to help other advisors grow their business. She founded Resources For Advisors, a company that provides marketing solutions for Financial Advisors. They offer tele-classes, workshops, webinars and tangible products to support Financial Advisors in implementing effective marketing strategies. Resources For Advisors also supports Financial Services professionals who choose to integrate Socially Responsible Investing in their investment recommendations. Recognized with National awards both as a top-level producer and also for excellent client service, Jobie knows how to market effectively.  She has combined her extensive knowledge and experience as a financial advisor with her background as an educator to help Financial Services professionals grow their practice faster, smarter and with the least amount of effort.

Danny Gatton: Telemaster! $13.62 In this lesson, the late guitar star Danny Gatton teaches you an endless array of harmonic techniques, volume and tone control usage for pedal steel effects, B3 organ effects, jazz chord and mode juxtapositions and substitutions, new blues progressions, jazz/country styles and pick-and-finger independence. He also works on banjo-style rolls, Scotty Moore and Cliff Gallup styles, rockabilly and ech...

Fisher Price Classic Pull Toy: Chatter Telephone $13.95 Introduced in 1962, the Chatter Telephone was designed with a rotary dial to teach children how to dial a phone. Today's Chatter Telephone makes children smile just the same with eyes that roll up and down, and a dial that rings. This friendly phone is being re-introduced for a whole new generation of children to enjoy!...

Namco Original Arcade TV Games Video Game System $49.95 If you like gaming action but don't have the time for the involved role-playing and shooter games that are so popular nowadays, the Namco Classics TV Plug-And-Play Controller is exactly what you need. All you have to do is hook it up to your TV. It's even designed to look like an old-school arcade controller!...

Telescope With Tripod - Style 38362 $73.40 Expand your understanding of the universe with this powerful 60mm coated lens telescope, perfect for beginniners interested in astronomy. With a focal length of 800mm (f/13), budding astronomers will be able to detect close-up details of celestial phenomena as well as terrestrial views of nature or the urban landscape.Includes aluminum tripod with slow motion control rod for easy vertical micro ad...

Universal Leather Carry Case for 4.3- and 5-Inch GPS (Compatible with All GPS Brands) $29.95 Scratch Resistant, Bump Resistant - Leather...

Tele Style