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Selling more services
Today's blog post is written by a guest blogger: Allan Katz of loyaltycoach.comAllan is a super marketing consultant and specializes in marketing for retailers or service business owners.
One of the most powerful strategies for selling your services
by Allan Katz
I know a real estate agent who went from an affiliate in a large real estate firm to the principal of his own firm with 6 of his own associates, in just a few years. And the vehicle he uses to keep his name out in front of people is a newsletter. Every month he mails a newsletter to all the people who have bought homes from him, prospects and suspects. His list is small, just a few hundred names, but his newsletter is packed with information.
3 Elements of a Newsletter
To be successful with newsletters you must incorporate 3 essential elements. Say your market is homeowners. What could you write in your newsletter that would benefit them?
1. News: Obviously. New Employees, associates, home buyers. Do you have a new way to finance for people with less than great credit? What's the economy like and how does that affect the industry. Get ideas from your trade journals, outline them and write it in your own words. (What do you think, I'm making all this stuff up myself?!)
2. Selling: 10% - 20% of your newsletter should be sales oriented. Show some of the homes you've sold recently. Include a testimonial from a satisfied client. Show graphs and statistics how using an agent can actually save people money, rather than cost them money (value vs. price). Show some homes you're currently listing and ask for referrals.
3. Articles of Interest (including humor): Say your market is homeowners. What are some other topics beside real estate which interest them? If you deal with a lot of families you might want to include an article with hints and tips on raising children, going back to school, safety or decorating ideas.
Identify your niche market and include cartoons, articles, tips and hints of general interest. If you're marketing online, and you should be, these are the types of articles that people pass on to friends, relatives and acquaintances and it's a way to get your name spread around faster than butter on toast.
Action Summary:
by Ankesh Kothari
- If you don't already have a newsletter, start one. Make it atleast quarterly.
- Give news, articles and other helpful information 80% of the time. And do your selling 20% of the time.
- Visit Allan Katz's website: LoyaltyCoach.com and subscribe to his superb free newsletter.
Email Post to a friendPosted on 8/01/2005 | Permalink | |
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