Create a scrapbook that “sells your agency”
…Included in your scrapbook:
1. Video testimonials…while this can’t go in your scrapbook ask clients for a short (two minute max) video testimonial sharing their experiences with your agency. This is today’s powerful persuasive weapon.
2. At least 100 current (last 2-3 years new) written testimonials with client’s picture0/logo.
3. Copies of claim drafts paid to your clients. Ask your companies for copies. What better proves you turn promises into performance.
4. Client list updated each six months-when potential client looks through your list and sees a name they know/recognize, it adds credibility.
5. First person stories that sell…an example that happened to me in the early 60′s. I presented to the owner of a chain of stores. I “felt” (knew) it went well. Little did I know it would be 4 more years before I wrote the account. Back then , the owner did not trust anyone with facial hair. My beard may have been right in college…but for Abe, it absolutely was not. Interestingly enough, he allowed me to keep coming back…and became a valuable mentor, referral source and lifelong client.
6. Problems you’ve solved for clients.
7. Ways you networked clients with other clients so each prospered from the arrangement…IE, How you’ve enriched their business lifestyles.
8. Civic clubs/trade associations for whom you’ve made speeches/presentations
9. Articles you’ve authored and where they have appeared
10. Motivational sayings that mean something to you
11. Whatever you feel is valuable to you and cleints
Keep your scrapbook in your waiting area.
Show potential clients on appointments.
When you are asked to send something. why not Fe Ex your Scrapbook?