Search For Ways To Produce Top Of Mind Awareness (TOMA) By James Malinchak March 26 Clay Matthews Jersey , 2013 | Author: Stanton Harper | Posted in Marketing
Nick has been in the life insurance business for years. During that time, he has seen many similar companies to the one he built come and go, but his continues to grow. Although still small next to a number of the larger multi-national corporations, he’s not a competitor that can be ignored. One of the reasons behind his success he attributes to his sick sense of humor. When he started the company he wanted to make it memorable so that it stuck in the minds of the prospects he visited. He wanted something that was connected with life, or death that people would remember. When he first designed his letterhead, his family and partners were a little surprised and told him it was tasteless, but then they realized that the fact that it was so tasteless was what would get them remembered – and the quality of their product would get them hired!
With that, the identity for the company came to be. A small gravestone with the company’s name across it became the talk of the town where Nick resided and launched his company. People laughed at it, “It’ll die a death,” they said. “It is a dead cert to fail Aaron Rodgers Jersey ,” but they were wrong. The company didn’t die, and it has never been in any fear of failing. Oh sure there’ve been a couple of raised eyebrows and looks of disgust from some prospects, but mainly people have seen the funny side of it. From the initial concept, a number of successful alternative humor ad campaigns such as “Prepare for the Future Now,” and “The Grass is Greener on This Side” have won media awards and keep his company profits on a continual upscale.
Recent trends in humor and television programs support his already successful company values. Trends reveal the company has experienced even greater success as younger generations enjoy quirky off-center ideas. Particularly, these ideas were accepted as quirky when marketing life insurance by using suggestions of death in their sense of humor. Their parents might have quietly chuckled over the ideas, but this generation embraces it passionately as the profit sheet shows. More than 20% of his newest clients are entry level workers, and he readily attributes this to his sick sense of humor for which he makes no apology!
Not everyone can get away with that kind of idea, just as not everyone can produce something that resembles a Picasso and expect to sell it. However, every salesperson can find a way to ensure that the prospect remembers him http://www.nflpackersfansmall.com/ , and that is what top of mind awareness (TOMA) is all about with customer service. What do you sell? Think about the associations that can be made with the productservice or even your company name or logo. The idea of ‘TOMA’ is to create a scenario when a prospect needs something, he will immediately think to call you and not one of your competitors.
There are firms that create TOMA by way of their massive advertising campaign. Think about the “brands” that you’re bombarded with everywhere you go. Who do you think of when you think about fast food chicken? If you would like to drink cola, which brand pops into your head? If you want blue jeans, which designer comes to mind? All of these companies have developed TOMA into an art form – so much so that their name has become interchangeable with that of the product. Other companies use prestige as their TOMA tool. Maybe, these companies have a corporate box at Yankee Stadium and invite top multi-national prospects there alongside their top sales people to watch a game. However, the sales people gently soft sell their product by doing little more than glancing occasionally to advertisements on the wall and brochures on the table.
Creating TOMA doesn’t have to be on such a huge scale. It can be something as simple as being the sales representative who always offers candy to the prospect, or the one who usually asks for tea with milk, or the one that tells groan jokes that get the prospect plus points with his 8 year old son. Perhaps your company never forgets the prospect’s birthday, or that of his secretary! If you’ve got a quirky letterhead, or name Brett Hundley Packers Jersey , I’m sure that it doesn’t hurt, but the main thing that you have to remember as a “Sales Superstar” is that your name should come immediately to mind when the prospect finds he needs whatever it is you sell!
“The difference between try and triumph is just a little umph!” Marvin Phillips
James Malinchak, Highlighted on ABC’s Hit Television Show Secret Millionaire, is recognized as by a lot of industry experts as the World’s #1 Big Money Speaker Coach and Trainer. For Totally free Video Trainings on how to receive money to speak and the way to turn into a professional speakers, have a look at www.BigMoneySpeaker.
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