A 3 Step Plan To Make The Internet Really Useful

A 3 Step Plan To Make The Internet Really Useful

Step 2   Making It Worth The Trip  

Step 2   Making It Worth The Trip  

(For 

(For 

You)

You)

Save Time & Money

Save Time & Money

Pre Meeting Education

Pre Meeting Education

Post Meeting Follow up

Post Meeting Follow up

In Office Education  

In Office Education  

(Conference Room or Reception Area)

(Conference Room or Reception Area)

Ongoing Client Relations  

Ongoing Client Relations  

(Promotes Word of Mouth)

(Promotes Word of Mouth)

Less Expensive Mailings  

Less Expensive Mailings  

(Postcards Reference Web Page)

(Postcards Reference Web Page)

Generate New Business

Generate New Business

Now, what makes your visitor's trip worthwhile for you?

  The very FIRST thing you need to do is to let your site save you time and money through education. What

is your time worth? If you charge (say) $180 per hour and you can save even just 30 minutes of your time

per month   our web site service has paid for itself. At that point,  any other time  saved in  this fashion  or

new business is icing on the cake. The absolute BEST way to save time is by letting your site handle the

client s basic education. EstatePlanning.Com's web site service can be a stand alone web site, or attached to

an existing web site. In either case, you will benefit from TONS of educational estate planning content. This

way, you don't have to invest time and money in developing your own content. One of our clients figures

he saves $500 in time minimum each month using this technique.

  PRE MEETING EDUCATION

When  you  schedule  meetings  with  new  prospects  or  existing  clients,  tell  them  to  visit  your  web  site  the

night before the meeting. Phrase it in a positive way, "Before you come in on Tuesday, visit my web site on

Monday night. I have a ton of free information there so you don t have to pay me to learn the basics. And

when  you  come  in,  we ll  talk  about  your  specific  situation."  You ve  done  three  VERY  important  things

here. First, you have saved yourself time and avoided having to start from scratch with each client. Second,

your client has already received value from you without cost. In our experience, this almost always elevates

the  client s  view  of  you  and  enhances  the  chance  of  them  doing  business  with  you.  And  finally,  this

technique  saves  you  time  from  dealing  with  those  people  who  will  not  eventually  turn  into  clients.  How

many  times  has someone  come into  your  office  just to  milk  you  for  information  and  free  advice  with  no

intent of using your services?

  POST MEETING FOLLOWUP

The  Post Meeting  Follow up  can  be  used  in  conjunction  with  the  Pre Meeting  Education  tip  or  by  itself.

After you have completed a meeting with a prospect or client, tell them to visit your web site to review any

topics you ve covered. This also gives them access to a reference source in case they don t understand things

you ve given to them to take home.

  IN OFFICE EDUCATION

One of the most overlooked marketing tips is also the easiest to implement.  Put a  computer with  Internet

access in your waiting area or conference room and load up your web site. Leave it running for people to

browse while they wait. Make a small V table card that says something like, "Free Online Education   See

The  Computer  To  Your  Right"  and  place  it  on  the  table  to  draw  more  attention  to  it.  One  of  our

professionals purposely starts five minutes late to let his clients have time to peruse his site. You can also

use the site as a  visual  aid or  quick reference during a  meeting.  One  of  our professionals has  one on one

meetings in his office and turns his monitor around for the client to see.

  ONGOING CLIENT RELATIONS

This tip involves a little more effort than some of the others, but serves a  vital  purpose.  Distributing  new

content  to  your  clients  is  a  costly  endeavor,  so  some  of  our  professionals  have  opted  to  modify  this

marketing idea. Put the new content on your web site and mail/email your clients a small note to visit your

site to see it. Some professionals go completely electronic (the content is on their site, and they email their

clients) which bypasses all the costs of mailing and producing the materials. Postcard mailings (discussed in

a  moment)  are  an  inexpensive  way  to  incorporate  both  traditional  mailings  and  the  content  on  your  site.

Although normal mailings of content still have their place, you can experiment with this tip to see if there is

room to save some money.

  1993 2004 by Schumacher Publishing, Inc.

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