In the never ending task of lead generation and prospecting, many sales people are missing out on an underused concept, common courtesy.
In a survey conducted by PCPL (Daytona, FL based market research company), only 50% of financial advisors had “any” form of sales lead and follow up program and only 1% are sending any form of communication to a lead past the initial request for information.
When you look from the client’s perspective, the evidence continues to mount. Lack of respect and common courtesy is a serious problem.
This, along with other striking facts were uncovered in a survey, Aggravating Circumstances, funded by The Pew Charitable Trusts, Public Agenda takes a detailed look at what Americans are thinking about courtesy, manners, rudeness and respect.
According to the survey, not only do eight out of ten Americans in the study say a lack of respect and courtesy is a serious problem. Six out ten say things have become worse in recent years.
With the buying public awareness and sensitivity about respect and common courtesy, today’s salespeople need to set themselves apart from that perception by moving away from high pressure messages and towards simple, courtesy based message.
Just saying “thank you” or a quick note or postcard to a prospect can be the difference between a dead lead and an appointment.
In fact according to the Pew Survey, just under 50 percent of those responding said that people only say “Please and Thank you” some of the time!
What does this all boil down to? OPPORTUNITY.
It’s time to rethink the way you communicate with your prospects and clients. Yes, it’s business. Yes, it’s helping people make informed financial decisions, but clearly the buying public is telling us that common courtesy is lacking when it comes to how they are being talked to.
Jorge Villar is President of Response Mail Express (RME), with more than 26 years of direct marketing experience, he is known in several industries for his ability to create mail packages that garner the highest response rates. He is responsible for the Seminar Success program that, for the last 17 years has accounted for more than 65% of the events being held in the nation with over 14 million individuals making reservations. Mr. Villar has also been very successful marketing to physicians and business owners regarding Success Planning and Asset Protection. Response Mail Express, and parent company DME, is a $100+ million marketing powerhouse, housing over 600 employees in their 2 state-of-the-art facilities in Florida. Their marketing ideas are presently being utilized by over 10,000 clients, including: top producing advisors, estate planning attorneys, large financial organizations, health care organizations, universities and many other industries. Mr. Villar is a frequent key note speaker at national financial symposium and training conferences.
Academy Guest Blogger
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (800) 846-1555
www.aaepa.com
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