am of folks who back up that specific individual; the expertise inherent in that person and their company; the company’s track record and reputation in this field; the length of time this company has been successfully doing this; and the known amount of available time and attention thIf you happen to be or sell to professionals, consultants or service industry providers, you have a different kind of marketing task. You have to convince them that you are able to provide the kinds of services they need. You are selling a service, not a product.

Services are harder to market and sell because they are invisible, intangible, and perishable. Unlike physical products, how do you market and sell something that you can’t see, touch, feel, smell, hear or hold in your hands?

Services have to be experienced. How do you experience financial planning? ‘Or insurance coverage? ‘Marketing consulting? You might call this “experiential marketing.” You can only experience the results of such things. With insurance, you experience the feelings of security and/or protection that come from knowing if anything goes wrong, you and your family will be covered for expenses or loss or equipment, home, income or life.

In the case of financial or investment planning, what you are buying is several intangible things up front: the confidence you have in the individual who is doing the planning; the team of folks who back up that specific individual; the expertise inherent in that person and their company; the company’s track record and reputation in this field; the length of time this company has been successfully doing this; and the known amount of available time and attention tha

o market and sell because they are invisible, intangible, and perishable. Unlike physical products, how do you market and sell something that you can’t see, touch, feel, smell, hear or hold in your hands?

Services have to be experienced. How do you experience financial planning? ‘Or insurance coverage? ‘Marketing consulting? You might call this “experiential marketing.” You can only experience the results of such things. With insurance, you experience the feelings of security and/or protection that come from knowing if anything goes wrong, you and your family will be covered for expenses or loss or equipment, home, income or life.

In the case of financial or investment planning, what you are buying is several intangible things up front: the confidence you have in the individual who is doing the planning; the team of folks who back up that specific individual; the expertise inherent in that person and their company; the company’s track record and reputation in this field; the length of time this company has been successfully doing this; and the known amount of available time and attention th

‘Or insurance coverage? ‘Marketing consulting? You might call this “experiential marketing.” You can only experience the results of such things. With insurance, you experience the feelings of security and/or protection that come from knowing if anything goes wrong, you and your family will be covered for expenses or loss or equipment, home, income or life.

In the case of financial or investment planning, what you are buying is several intangible things up front: the confidence you have in the individual who is doing the planning; the team of folks who back up that specific individual; the expertise inherent in that person and their company; the company’s track record and reputation in this field; the length of time this company has been successfully doing this; and the known amount of available time and attention th

s wrong, you and your family will be covered for expenses or loss or equipment, home, income or life.

In the case of financial or investment planning, what you are buying is several intangible things up front: the confidence you have in the individual who is doing the planning; the team of folks who back up that specific individual; the expertise inherent in that person and their company; the company’s track record and reputation in this field; the length of time this company has been successfully doing this; and the known amount of available time and attention th

am of folks who back up that specific individual; the expertise inherent in that person and their company; the company’s track record and reputation in this field; the length of time this company has been successfully doing this; and the known amount of available time and attention that financial consultant will be spending on your affairs. It comes down to experience and expertise, standing shoulder to shoulder…on your behalf.

In order to attract new clients/customers, you have to reach them, inform them and then motivate them to work with you. There are two major parts to doing this: first, marketing, followed by selling. Marketing is the name for all the things you do to create the environment in which the client can buy from you and not from someone else, your competitor. You do this by reaching your prospective clients with relevant, valuable information that they can use immediately.

This information, in the initial stages, must be free of charge. Even if you are a management consultant, you have to be prepared to give away something for free. You can write articles to be placed in prominent on or offline publications. You can give presentations and speeches to groups of potential customers, you can send out a free e-zine that is chock full of good ideas for them to use in their own businesses. The list is endless.

Essentially you must constantly build up your own credibility in the mind of your