13 Apr Eagle & Fein was Recognized by “Say It For You” Blog
04.13.2022
Welcome to Eagle & Fein, P.C.
Brian A. Eagle spoke at the FPA of Greater Indiana quarterly meeting earlier this year. Prior to the meeting, Rhoda Israelov published a blog post inspired by Brian’s presentation! Ms. Israelov is the founder of “Say It For You”, a corporate business specializing in work with business owners and professional practitioners who want to grow their connections with existing customers and attract new buyers using content marketing and social media.
Meet Rhoda: Rhoda Israelov, a writer of financial advice columns, travelogues, motivational speeches, and—of course—blogs! Over the years I have written for a wide variety of media and organizations, including the Indianapolis Business Journal, Radius Magazine, Mensa, and Toastmasters. I’ve covered virtually every field of business, and the content I’ve created is used across the United States.
Below is the post that was inspired by Brian Eagle:
In Blog Marketing, Know Their Until and Unless
February 24, 2022/0 Comments/in audience targeting in blogs, being personal in your blog, blogs as interviews, framing in blogs /by Rhoda Israelov
At the quarterly meeting of the Financial Planning Association I attended earlier this month, a highlight was attorney Brian Eagle’s two hour lecture on estate planning. After describing each strategy available under our gift and estate tax laws, Engels would pose the question to the audience – So why don’t clients use this strategy? Why don’t they make big charitable gifts? Why don’t clients reduce their taxable estates by using some of the many ingenious trust arrangements available to them?
It’s because, Engels explained, before any clients (no matter how wealthy they are), make decisions to part with assets, they must first feel confident that they will have enough to take care of their own needs for the rest of their lives. Until and unless any client has that feeling of security, he or she is simply not going to make any big decisions or implement any complex asset transfers….
What stands between your prospects and their decision to become your customers? What assurances do they need about your product or service before they make their move? Until and unless what are they not going to make a buying decision?
“Unless you’re intimately familiar with the psychology of your target market, any demographics you claim are mere semantics,” Entrepreneur.com cautions. Some recommended steps include reading up on case studies and analyses by industry reporters, conducting question-answer sessions with a small sample of audience members, looking at products and services your audience is using (unrelated to your own industry), and reading what potential buyers are saying online.
Jeffrey Gitomer, author of The Sales Bible, advises step-by-step risk elimination. There’s some mental or physical barrier, real or imagined, Gitomer says, that causes a prospect to hesitate about ownership. The salesperson’s job is to identify that risk and eliminate it. Some of those fears include:
- Financial – am I spending too much? Is this a budget violation?
- Quality – does something better exist?
- Is salesperson lying – (risk of nondelivery or overstated promises)Until and unless your blog readers feel sure their fears are unfounded, nothing is likely to happen.