Understanding Free When Selling Insurance

Do you spend the bulk of your time giving free quotes, free insurance reviews, free financial plans, etc? This is exactly what you're taught to do to sell insurance. However, all this free work amounts to a very tired burned out producer with an empty bank account. The problem is the people you're investing all…

Do you spend the bulk of your time giving free quotes, free insurance reviews, free financial plans, etc? This is exactly what you're taught to do to sell insurance. However, all this free work amounts to a very tired burned out producer with an empty bank account.

The problem is the people you're investing all this time in do not perceive value in free. They may even think it's their right. And they have no qualms about using and abusing you then buying from someone else or not buying at all.

And you're left holding the bag on all the costs incurring giving out “free”. Free is not free for you. Even when there are no direct cash outlays never forget your time is not free.

Now this is not to say free can not or does not play a role in your success selling insurance. Free has a role to play; however, the person receiving the freebie has to earn it. They earn free by demonstrating interest, motivation, and action.

In other words, they have to prove they're a highly qualified potential client before you start shelling out free. As they go through the process of provoking their buyer readiness they're also demonstrating that they understand the value of what they're getting. So free has value and is valuable to them and for them, or they do not get free.

There are three required steps before free. The first step is the potential client must demonstrate true interest in a particular problem, solution, or goal. The second step is they must indicate a motivation to act. Finally, they must take action and prove they will take action when they perceive value in that action.

No longer are you restricted to or limited by your actions. You have the ability to trigger action in a large number of people all at once automatically. Then you simply filter the highly qualified leads and select those ready to buy now to receive what you've been senseless giving away for free now.

When you understand how to use free you'll sell more insurance with less work and no rejection, objections, or stalls. All because your future clients understand the value of free, and they've demonstrated their worthiness before you give them free, and you've focused your actions on the actions that produce results.

The Action Connection to Selling Insurance

You can not sell insurance sitting in your home office twiddling your thumbs so you take the opposite approach. You network like a fiend, you make so many cold calls your finger tips are numb and your ear is red, and you pressure every single person you know to hold an appointment with you. You're…

You can not sell insurance sitting in your home office twiddling your thumbs so you take the opposite approach. You network like a fiend, you make so many cold calls your finger tips are numb and your ear is red, and you pressure every single person you know to hold an appointment with you.

You're already working way too many hours. In fact, if you got paid by the hour this would be the lowest paying job you've ever held in your life. And you still are not selling enough insurance to meet your financial goals.

So what do you do? You can not work harder. You can not work longer. The only thing you can do is change your approach to selling insurance.

You need a sane way to sell insurance that does not require you to take all the actions. And that's exactly what is not working now. You're the one taking all the actions. Everything depends on you and the immediate actions you take.

If you want to sell more insurance than you've ever sold before and work less doing it you have to change the action connection. Right now all your focus in on the actions you take when your focus should be on the actions you trigger.

Have you ever either been the object of unwanted affection or the deliverer of unwanted affection? Right now you're delivering unwanted affection in the form of attention all day every day. Now you know when someone is in hot pursuit rather than wanting that attention you're far more likely to want to avoid that attention. That's exactly what's happening to you now because you're the one doing all the pursuing.

You need to flip from pursuing to attracting. You need to focus on producing actions rather than taking actions to force action. So it's kind of like a dating scenario.

If you were approached by a good looking stranger and they immediately asked if you'd like to elope you'd resist even though the other party is attractive. Well, when you approach a stranger and want an appointment its a very similar situation. The more you pursue and push for “yes” the more resistance you'll get and the sooner you'll get a “no”.

You can sell more insurance and avoid the unwanted resistance and work less if you'll simply focus on attracting the right people and triggering action. You'll need the right bait to attract the right people. The right bait will answer a question those people have, tell them more about something they want to know, or show them how to solve a problem they can not figure out.

The more on target your bait the easier it is to trigger actions. Now when you trigger those actions rather than pursuing you're the one pursued. And the easier it is to sell more insurance and do it with far less work than you do now.

Insurance Marketing Tips, Overcoming Problems

There are numerous problems that act like a virus out of control. Insurance marketers contract the virus from fellow insurance marketing firms. This is done by following their death certain methods. 10 contagious virus situations are mentioned here. Also provided are tips leading to the cure. Curing one situation is not the answer, as other…

There are numerous problems that act like a virus out of control. Insurance marketers contract the virus from fellow insurance marketing firms. This is done by following their death certain methods. 10 contagious virus situations are mentioned here. Also provided are tips leading to the cure. Curing one situation is not the answer, as other problems will bond together to keep you from reaching success.

10 INSURANCE MARKETING PROBLEMS with Planning Tips to Overcome Them

1. Quantity over Quality You must get this infectious parasite out of your brain. It could have been implanted when you were an insurance newbie, and you have not been able to shake it since. 100% of nothing is nothing, 0% of 500 is nothing, yet 70% of 5 is something. Cheap and quantity mean nothing. Cost should be considered only as an investment in yourself. Cheap means you do not think much of your abilities. Quality in insurance marketing has a reasonable cost and means best possible. A list of the best possible agents to target, the best prospecting methods, providing the best compensation contracts, and giving the best service.

2. Defined Recruiting Plan Fully 60% of insurance marketers inquiring about a list of prospective agents can not answer questions they should know before calling. They try to move forward in their recruiting efforts without ever determining what their recruiting plan is. Not with a receptive attitude on what are the most effective methods in today's world. Items not yet determined include the geographical area, the exact type of product that will be offered, and how many brokers will be targeted. It continues with how many brokers are being planned to recruit, what recruiting method will be used, and will the brokers be independent or working at your office?

The typical questions and answers . “I'm just shopping around for my boss getting list prices.” Another is “I want a list of agents that I personally can email” Something which does not exist. “What is your rate of deliverable mail?” The question should relate to contracting agents that produce goals, as that is the whole purpose of recruiting. A common request is “I am looking for a list of 100 agents that I can call.” That is not even a partial baby step, you have to take smart risks to make smart money. Plenty of marketers think it is above their level to receive some advice. Soon after their names appear under the no longer insurance marketers' column.

3. Marketing Exaggeration Closely examine the following items. Emails sent out in mass by insurance marketers try to get instant response. An instant reaction is also the attempt of large ads in trade magazines either placed by insurance companies or marketing firms. Also, look at the direct mail messages sent to all agents to try to contract them to sell their products. 75% of the marketing firms and insurance companies think wrong. Some think the company brand name alone is enough to hire agents. Others commonly use exaggeration. Just show how easy it is to just aboard the cruise ship, or join the exotic company excursion. Or else specifically guarantee that an agent will be making money at the rate of $ 200,000 using their easy to implement system.

All of this is garbage to 90% of Potential Brokers . They do not want to change their current plan that it is currently working for them. Especially if it requires taking a gigantic sudden risk without a safety net. However these same potential brokers are receptive to ideas that will boost their income, and even try new techniques if they feel assured of not slipping backwards. The insurance company name is irrelevant compared to the trust in the insurance marketer's ad and trust factor before signing a contract.

4. Lost Recruiting Money This should be stated as the stupid loss of money wasted by following 20-year-old marketing practices. In the past, close to 70% of the recruiting mailers were sent out using first class mail. The marketers thought it gave a better impression on its clients, and “bulk mail” could sometimes experience up to close to 30 days delay. Now it is time to get sensible. The postal service has wisely changed “bulk mail” to “standard mail”. If you asked agents the difference between standard and first class mail, few could provide a distinct answer. For you the correct answer is saving 40% by using standard mail. This could amount to thousands in the course of the year, even enough to a mailing at no cost. Make the decision. Does it really matter if your message arrives on Monday or on Friday?

5. Lights of the Big City Rarely does a brokerage operation set up its local headquarters in a small town or rural area. For example Chicago, Illinois is a “prime location” where Fenton, Michigan is “the unknown sticks”. Due to laziness and marketing ineptitude this six state operation is going to spend 60% or more of its marketing budget on the metro Chicago area. Metro Detroit, Indianapolis, Minneapolis, and Green Bay are likely to get a good chunk of what is left. This is the same thing the next Regional Midwestern Competitor does, and so do the others. They are hammering the same group of potential brokers repeatedly over Mailboxes explode, phone lines burn out, and email boxes erupt to over capacity with all the “junk mail”.

Can you help Me? This is the voice of the small town and rural agents. Few belong to the local association and less receive any of the insurance or financial trade publications. They do not few insurance offers are junk mail, as they do not get that many offers that appeal to them. Smart insurance marketers tend to find they tend to be the most loyal, and the easiest to write additional products that you may offer.

6. Worthless Agents Contracted These brokers can spread impotence to your entire agency force. There are too many insurance marketers with a dream. They think that as soon as they let the broker go, he will start writing cases with a competitor That is a risk you certainly can safely take. Take control, it is either produce or move on.

7. Eliminate Size A situation similar to above. You should know that the typical insurance marketing firm has within its ranks over 50% that have not submitted a single case. They keep them so they can advertise they have 500 brokers, when it might really be 200. Save the bragging and the overhead. Your Integrity is a value your other producers will value.

8. Old Recruiting Methods Some 20-year-old marketing and recruiting methods are as useless as 20-year-old computers. Use trial and error or some good research by a reliable source to find out what will work best for you. If you should insist on personal telephone prospecting first look at the facts. Almost every broker has a cell phone used for business, buy cell phone numbers is illegal. Secondly, over 55% of home phones are on the do not call list. Last, calling the wrong person could result in an over $ 11,000 fine. You can also use common sense. Is your time worth close to $ 80.00 per hour or $ 8.00 per hour?

9. Website Setup Your website is probably a beautiful castle in the sand showing no footprints leading in. You are a professional website designer, who has a job that does not include enticing visitor traffic. That requires a SEO – search engine optimization professional. Do want a pretty site or a website where brokers are calling you. Google is a rather ugly, plain vanilla looking site that sure knows how to make money. Buy visitors, or hire, or learn to be a SEO expert and receive Free traffic from quality brokers.

10. Writing A Sales Message If you attempted writing your sales messages, you probably took hints from what your competitors '' sales ads and pieces look like. Almost all of them were written entirely wrong. Do a little research on what steps your message must cover. The key secret should not be a secret. Tell the broker what your product can do to better serve clients and increase compensation. BOTH items. That tip alone, just put you ahead of the bulk of your competition.

Advanced Selling Skills – Get Your Prospect Angry

There are basic skills you may learn as you go. Advanced selling skills for insurance sales are strictly publicized. The logical reason is that so few professional agents know about these advanced skill techniques, and fewer adapt them. It takes an insurance representative that is “Happy Discontent”. Very happy to be selling insurance, yet discontent…

There are basic skills you may learn as you go. Advanced selling skills for insurance sales are strictly publicized. The logical reason is that so few professional agents know about these advanced skill techniques, and fewer adapt them. It takes an insurance representative that is “Happy Discontent”. Very happy to be selling insurance, yet discontent his career is not advancing quick enough. This is the insurance rep most likely to benefit from this article. Learning this advanced insurance selling skill will be beneficial.

Before you even think of starting your presentation, you must set the stage. You know the prospect has an unfilled needed, that is the reason you have been given an opportunity to have a discussion. When I say you want to get your prospect angry, you really think that is the last thing you want. Remember though, the most successful sales people are those to dare what others will not do. You also want to use an approach that your prospect client has not already heard hundreds of times.

Sometimes emotions are not effective enough. Immediately think of the strong client emotions of fear, need, and greed, with fear being the strongest of the three. Now think of the fear of God. Fearing God exists in almost all religions. You see how many people are very unreligious as they go through their daily life activities. Yet, when on their dying bed, religious or not, people cry out “God Help Me”. The point here is your prospects may realize their fears, but put off reacting on them until it is too late.

Fear does not always work, and over a time period certain people react with resistance to scare tactics. “Think of your family”, is often an ineffective line. The same applies to the feeling of guilt. Your prospects could pick up an indication, even if unfounded, that you are telling them they are bad people. This is often a silent killer of sales. The insurance sales person will ponder for hours, why his perfectly worded presentation failed to result in a sale.

Persuasion The power is persuasion, or even parts of it are extremely difficult to master. The reason why working on emotions sometimes fails, is that they are overly directly with the person you are having a conversation with. Instead of scare tactics, often angering people is the way to go about persuading people. Moreover, it is highly underrated.

MAKE THEM ANGRY to sell new insurance. Using anger in your presentation is achieved and mastered by focusing on someone else's mistakes, never on your own or the clients. Let us say, the subject is family life insurance. You start by saying, “Is not a shame how the Government wastes billions on dollars of spending on items that never benefit you?” Let them answer, and then expand. “What really burns you up? Allow them to voice facts or opinions. When the cloud clears, you say,” What makes me mad is the same reason why I am here. “You would think with all those billions, the Government would care more about taking care of your family if either one of you would die “What do you think?” Here, you start letting them sell themselves on the need for providing for their family. start your presentation.

“Since we so far have been unable to get the Government to do its job, let me show you an option to help solve the problem you and so many other families' have.” “I hope I did not get you too angered up”. Wait for the reply, like “No it's not your fault.” Now you have started to pre-close them, even before starting your presentation. They like especially like your concern and giving them a chance to air their vents. You are on their level, appear to be knowledgeable, trustworthy, and the style of insurance agent they WANT to do business with.

MAKE THEM ANGRY to change their insurance. Again, you are going to focus on someone's mistakes. Never say, “My insurance proposal will serve you better”. That creates cause for debt or a possible no sale. Focus on Anger! Ask to see what present insurance coverage they have for the area you are going to sell them. Review it briefly and exclaim loudly, “Oh My Gosh”, and pause. Continue with, “I can not believe what you were forced into buying.” Now get them angry. “Did the agent explain all that was left out of your policy?”. “Did you ever have a claim ?, Thank God.” Is it true that you are paying $$$ for THIS coverage? “” Has this agent had the nerve to ever contact you again? ” your prospect by now Follow this with, “Well, this area is my specialty”. “Would you like to see my recommendation and what benefits are designed with you in mind?”

These are not gimmicks. Are you not an intelligent sales person? Start using this technique and other advanced selling skills.

Insurance and Annuity Leads – How to Generate Leads on the Radio

Using the radio can make annuity marketing much easier. The radio has now become my second best producer of good annuity leads. There is something of a professional feel that a prospect gets when they hear an agent on the radio. Some annuity salesmen call this the “celebrity status.” Most shows are about 30 minutes…

Using the radio can make annuity marketing much easier. The radio has now become my second best producer of good annuity leads. There is something of a professional feel that a prospect gets when they hear an agent on the radio. Some annuity salesmen call this the “celebrity status.”

Most shows are about 30 minutes long. They typically run 1 or 2 times a week.

It is very easy to put together an effective radio show. You record the show on your computer at home. Then you hire someone to edit the show. It is good to put together a few different shows with the same information. The show is structured around a sales professional answering phone calls in which he answers numerous questions about annuities. As you can imagine, you will want to have a pre-arranged set of questions with the answers previously thought out and well rehearsed. DO NOT let the show sound like the Oxy Clean guy! (If you do not know what I'm talking about then you are one of the few lucky people).

The cost for the show will vary within certain demographics. You can expect to pay somewhere around $ 2,500 for a month on the radio show. 20 to 30 leads should be expected in this month also.

The cross marketing potential of the radio is unparallel. You can advertise a seminar on the air that may help convert people that are kind of on the fence into solid leads. You should also say your company website while on the air for another cross marketing deal.

Sell More Annuities – Increase Annuity Leads by Becoming an Author!

A person looking to buy an annuity, wants to buy that annuity from a reliable professional. The best way to look more professional in the insurance field is to become an author. It is very effective when your client client can hold an informative book about annuities that has your name as the author. Here…

A person looking to buy an annuity, wants to buy that annuity from a reliable professional. The best way to look more professional in the insurance field is to become an author. It is very effective when your client client can hold an informative book about annuities that has your name as the author. Here are the rules that I follow when writing books to give to prospective clients:

1. KISS (Keep It Simple Stupid!) – Keep your target market in mind when writing. If you are using annuity sales jargon, then the client is likely to be in la-la-land. Make it easy for anyone to understand.

2. Length – Make sure the book is around 12 to 13 chapters but under 100 pages. This is vital in keeping your reader interested. More than 100 pages is just too much to read. Using 12 to 13 chapters keeps the chapters short and to the point and move from topic to topic quickly.

3. Font – You are not selling the annuity to a 14 year old kid with 20-15 vision. Remember, at a target market over age 60 you should have bigger font. Make sure that you bold key points so the reader does not miss any critical information. Avoid italics!

4. Title Is Everything! – Remember, a lead is not a paycheck, it is the beginning of a relationship. Give your book a clever title that will balance between professionalism and friendship. Make it personal.

I would recommend buying a book or two from a credit annuity salesman and get some ideas on what they have done.

Insurance and Annuity Leads – Inexpensive and Effective Tips to Increase Leads

Some of the systems that I have used to generate annuity leads seem so simple to me, but I am surprised to see hardly anyone else using the same tactics. Here are a few of the things that I do to increase my lead volume and keep an endless flow of high converting leads. 1.…

Some of the systems that I have used to generate annuity leads seem so simple to me, but I am surprised to see hardly anyone else using the same tactics. Here are a few of the things that I do to increase my lead volume and keep an endless flow of high converting leads.

1. Say Numbers In Odds With Decimals – This is important because it makes you sound much more believable. For some reason, when you tell a client a number like 30 percent, they think that you are rounding up to the next even integer even if that is the true percentage. The way to sound more believable is to turn that number into 27.3 percent. I have found this to be very effective. Use this tip when writing mailers or doing seminars.

2. Seminars – This is the second most effective tool that I use to generate leads. There are a few things that you need to avoid when doing seminars. Never serve food. This just gets to be much more expensive than what it really takes to generate leads. Never have the seminar in a restaurant. Along the same principal as the no food tip and simply because it can distract prospects during a time when you should be the main focus. After the seminar it is always good to send a thank you letter for people that attended. Wait about 3 days to send this letter. This gives the prospect a second time to think about the information presented at the seminar and it begins to develop the relationship between client and agent.

3. Learn From the Best! – Do not turn down information from more accomplished agents! Not only should you not turn the information down, but you should go out of your way to track down the information. Look for things like online books for sale that are written by the best in the industry. I have used these tools forever and I will tell you that spending $ 200 dollars on a book that teachers a lifetime of information is, by far, the Best way to increase leads and sales. Just be careful, some books are loaded with useless information. Try to find books that clearly tell you who it is written by so you can do some background research on the author and find out if his “million dollar” claims are real.

Insurance Marketing – Are Your Marketing Materials Verging on Verbosity?

Use few words for greater results! Here's how: 1. Clear Out the Clutter. Creating an effective marketing piece is a little like interior decorating. You have to strategically de-clutter so the most important statements resonate. This is very difficult for those of us who take pride in our writing and have important points to make.…

Use few words for greater results! Here's how:

1. Clear Out the Clutter.
Creating an effective marketing piece is a little like interior decorating. You have to strategically de-clutter so the most important statements resonate. This is very difficult for those of us who take pride in our writing and have important points to make. In fact, it's downright painful! Here some quick tips:

  • Try cutting the first paragraph. Yes-you heard me. Lop it off and see if your piece is stronger when it begins with paragraph two. Often, you'll find that it is. It sometimes takes us a paragraph to warm-up or to provide the background. However, the background usually is not needed. Start with paragraph two and get to the point!
  • Be direct. Write how you talk and use contractions whenever possible. Do not be afraid of the first person-it's friendlier and more natural. Omit needless words. Here are some examples:

    1. WORDY: I was unaware of the fact that she already had a policy. BETTER: I was unaware that she already had a policy.
    2. AWKWARD: I have not yet been able to secure an appointment with him. LIKE WE TALK: I have not secured an appointment with him yet.
    3. THIRD PERSON: Clients save money when they insure with ABC Company. DIRECT / FIRST PERSON: You'll save money when you insure with ABC Company.
  • Finally, ask someone who does not work in your industry to read what you've written. Often when I do this, I'll hear, “It sounds pretty good, but I'm not sure about this part.” Usually “that part” is something that I really, really like. But, guess what? It's time to edit, because if the first reader does not get it, others will not either.

2. Think in Threes.
Most people remember things in threes -red, white and blue; blood, sweat and tears; tall, dark and handsome. If you were asked to memorize a 10-digit number, you would think it was daunting. However, if the 10 digits are broken into small groupings – 503-342-6420 – memorization becomes much easier. Likewise, I recommend that you organize your writing around three main points. Also, edit in three rounds on three different days, so that you take a fresh look each time.

3. Write Just the “Right” Amount of Copy.
Avoiding verbosity does not mandate brevity. Some of the most successful sales letters are four, eight and even 12 pages long. A marketing piece should be long enough to say what NEEDS to be said. Remember:

  • Present information in bite-sized chunks and bullets.
  • Use compelling subheads to pull the reader through the pages.
  • Manage marketing real estate so that the most important details are in the most important areas of the page.
  • DELETE anything that does not NEED to be said (even if it's quite eloquently written.)
  • Recognize that “want to have” products require more persuasive appeal (and there before more copy) than “need to have” products.

If you take these three steps, you'll have persuasive, compelling, easy-to-read pieces that really get results!

Annuity Leads Skyrocket! – How I Tripled My Annuity Leads in 3 Months!

Annuity lead generating is often a daunting task for salesmen. Leads are the difference between failure and an insane cash flow. I use 4 main systems to help generate leads but I am going to discuss the one system that has generated an endless lead flow for my company. Before I explain, I want to…

Annuity lead generating is often a daunting task for salesmen. Leads are the difference between failure and an insane cash flow. I use 4 main systems to help generate leads but I am going to discuss the one system that has generated an endless lead flow for my company.

Before I explain, I want to discuss cold calls just so I have something to compare mailers to. Imagine you are sitting at home, and lets say for the sake of argument that you are over 60 years old. Your phone rings and immediately someone starts rambling on saying that an annuity would benefit you in every way. If you have not ever thought about getting an annuity then you probably are not likely in the, maybe 2 minute time span that you are on the phone (if you did not hang up in the first 3 seconds), to show any interest in an annuity. Keep this in the back of your mind as I go on the next paragraph.

Mailers are a very useful too in generating annuity leads. The reason mailers have better results than cold calling is that people actually have time to read through it and think about it for them without someone shouting out numbers before they can even comprehend the previous sentence. This allows the client to relax and gives them time to think about the fact that an annuity might benefit them. The trick to a successful mailer is to give the prospect useful information so they are not confused on what you are selling, but leaving some information out so the prospective client is curious. The recipient of your mailer is much more likely to call you because they may have questions. This is when you begin to develop a relationship.

Let's say you send out 2,000 mailer to a specific target market with a 1 percent call back rate. That means 20 clients have set up an appointment. From those 20 clients, you eliminate the leads that you either do not want to work with or that you feel will not work out. You are now down to 10 clients. On about $ 600 in mailers you have generated 10 leads that you feel very comfortable about them converting. Other than buying leads online, that is some of the cheapest advertising you can do.

Insurance Marketing Articles – The Antidote For Shrinking Ad Budgets

Many of your customers subscribe to a variety of business journals. You've probably advertised in these journals, but have you considered writing in them? If you have not, you should. Journals welcome articles from industry experts. Publishing articles is a great way to establish yourself as an expert and gain publicity for your company. Why…

Many of your customers subscribe to a variety of business journals. You've probably advertised in these journals, but have you considered writing in them? If you have not, you should. Journals welcome articles from industry experts. Publishing articles is a great way to establish yourself as an expert and gain publicity for your company.

Why are published articles effective?

Articles are more worthy than advertising – plus, your audience actually reads them! When a prospect sees an ad, he scans the headline. IF it grabs him, he might read further. Your ad usually enjoys an attention span of three seconds – max. In contrast, your prospects set out to read informational articles. Instead of three seconds, you often will enjoy 15 minutes of your readers' attention. Wow – what a difference! Then, there's the credibility factor. Readers skeptically review information contained in ads. They thoughtfully process information contained in articles. Clients tell me that the leads generated through articles tend to be of higher quality than those generated by ads.

What do you need to know?

  • Forget the sales pitch. Editors sniff out and reject “promotional” articles in a heartbeat. Editors want articles that are newsworthy.
  • Demonstrate your value by tackling industry pain points and offering relevant solutions.
  • Never pay to have an article published and avoid advertising for the sole purpose of seeing your article in print. Reputable magazines publish articles that are newsworthy for their readers – regardless of the author's advertising status.
  • There's a big difference between self-publishing articles online for search engine optimization purposes and publishing articles in printed journals to bolster publicity. This information pertains only to publishing in printed journals.

How can you get started?

  • Identify the magazines that your prospects are reading. You'll want to target these magazines for publication.
  • Work with a ghostwriter to brainstorm and write-up a list of potential article topics.
  • Pitch your topic list to editors of the magazines on your target list.
  • When an editor shows interest, hire the ghostwriter to write the requested article to that editor's specifications, using a variety of sources and subject matter experts. If you hire a ghostwriter, you will be the named author.
  • Once the article is published, gain reprint permission and reprint the article to use in sales presentations and as tradeshow handouts. Hang a framed copy of your article in the lobby of your office and post the article on your Web site.

A well-planned article placement campaign can double your in-print exposure. Magazines do not charge placement fees for articles. With advertising, you pay for writing, design and ad placement. With articles, you only pay for writing. If your ad budget is shrinking, articles are an easy antidote.