Twice this week, clients have asked me for advice about their sponsorships. Both clients shared the list of things they sponsor and I was quite taken back at how much money is spent on sponsorships that show little or no return on investment. Be smart and pick the opportunities that best fit your target market, and if you have room in your budget, keep sponsoring the ones that are near and dear to your heart.
How is your referral program working? I sure hope you have one, because as you already know, most people ask friends and colleagues for referrals when they’re considering a purchase or a service. if you don’t have a referral program, you could be missing out on a lot of business. One of our clients put a hold on their referral program because they don’t have the capacity to handle any more business. Enough said on this I guess.
Potential customers don’t buy into a negative sales pitch or comments about your competitors. Instead, talk about the positive things you have to offer, and the benefits of working with you. Recently, I was getting advice on a very old life insurance policy I had. The agent from the company that held the policy spent most of his time bashing my financial advisor and the company he worked for. I politely told him I wasn’t interested in working with him and told him why. Hope I got through to him.