If you are like most factoring brokers you may wonder:

“Which marketing methods are most effective?”

“Which are a waste of time and money?”

“Which should I use?”

“Which do you use?”

After hearing these questions time and again, Jeff Callender decided to deliver a hands-on guide of marketing methods that produce results.

But he didn’t just stop at using his own proven system for finding factoring clients. He also interviewed 7 other successful small factors and brokers on the marketing methods that worked (and sometimes didn’t work) for their cash flow business.

I recently reread Marketing Tools for Small Factors and Consultants and was impressed all over again by the candor and ready to implement ideas.

One of the best sections is the summary of over 45 marketing methods that provides a detailed ranking system by:

1. effectiveness, and
2. cost

This handy chart lets you see at a glance that networking was a top producer but direct mail was costly with minimal results. It then goes into detail with the best places to network for factoring clients along with sample scripts and handouts.

Click Here to Grab Your eBook Copy!

Without a doubt, Marketing Tools for Small Factors and Consultants, by Jeff Callender, is one of the best marketing books out there for factoring brokers.

But hey, don’t take my word for it. Here are just a few of the things people are saying about it:

“If you want to know which marketing methods are the most effective and which methods are a waste of time and money, read this book.” – Richard Koroki, Torrance CA

“I loved the pictures of the business materials and articles. The specific examples were very helpful to a visual person like me.” – Rebecca Álvarez, Tulsa OK

“Attention grabbing and attention holding. Chock full of tips! Without this book, one could spend hundreds or thousands fumbling around trying to figure it all out. All the reader has to do is take action with the information and run with it.” – David Martin, Spring Hill FL

“Insightful, though-provoking and packed with information. The easy-to-implement yet low cost marketing tips are invaluable.” – Derrick Collins, Lanham MD

If you already own a copy then please, take the time to read it all over again and implement at least one new idea for finding cash flow business.

Don’t already have this gem in your library?

Grab your copy here for only $13.95.

Ordering is fast and simple. You’ll receive instant download access to the eBook and it’s backed by our 100% satisfaction guarantee.

FactoringInvestor.com has quickly become the online information source for businesses, consultants, and brokers. With exclusive and up-to-date content, FactoringInvestor.com keeps both new readers and existing subscribers returning for more.

What does this mean to you?

Now that we have built consistent traffic for the past 12 months and boast over 75 unique articles, we are pleased to offer a limited number of companies the opportunity to generate leads with targeted online advertising. Your company could be featured directly on FactoringInvestor.com.

‘But I already use Google Adsense!”

Google Adsense is great but it does have one major drawback. Any article written about factoring (or something remotely similar like factoring a polynomial equation in math) runs the risk of displaying your advertisement. Even worse, if someone clicks on your ad, you paid for a lead – whether they need your information or not!

The solution? Advertising on FactoringInvestor.com puts your message in front of a very specific audience – companies and individuals interested in selling invoices! These are prospects that read multiple pages and return over and over again to FactoringInvestor.com!

‘But how do I know it will work?”

Your goal is our goal. We are looking for companies like yours to achieve results! The better your results, the more likely you will continue to provide quality services to our readers (and advertise with us!)

Additionally, we are offering a 50% discount on any online banner ad order placed during the month of September.

Our already reasonable rates are available at this half-off special with just a three-month commitment, as outlined in the Publisher’s Rate Card. Plus, to make it easy on the budget and your time, our web team will create the banner ad at no additional cost (a $125 value).

Still on the fence?

Any new company advertising on FactoingInvestor.com will also receive a special Featured Article. Known by our readers as ‘Investor Spotlight”, we interview your company and feature your services on the Home Page for one week! If you would prefer to author an article about factoring, we would be glad to feature it as well! So what do you have to lose?

The advertising spaces are limited, so call now!

To get started simply email tracy@diversifiedinvestment.com to request a Publisher’s Rate Card. Don’t miss this easy and affordable way to generate business.

Please feel free to contact me with any questions. You can reach me via email at tracy@diversifiedinvestment.com or by phone at 1-888-999-7905.

Sincerely,

Tracy Z. Rewey

www.FactoringInvestor.com

What are the most effective marketing methods to find new factoring clients?

This is a vital question confronting all factors and factoring consultants, especially those new to the business. Yet surprisingly little is written to answer such a key issue.

This book shows which tools work (and which haven’t worked) for seven professionals in the industry. You Will Discover:

• The most effective methods which have the lowest cost – or no cost at all.
• Methods too often used by newcomers which are quite expensive and generate very little (if any) business.
• How to define your “choice client” then identify and zero in on that audience.
• Specific advice about what to do (and what not to do) as you get started.
• Unique methods not often considered when planning a marketing strategy.
• An analysis of all the marketing tools presented including:
• The business cards used by the author and each contributor.
• Charts reviewing marketing resources recommended by the writers.
• A chart summarizing all the marketing methods described in the book, including their relative effectiveness and cost.
• Sensible yet easily overlooked practices of highly effective networking.
• A sample public speaking presentation by one of the best in the business.
• Essential yet simple guidelines for making your web site a knockout instead of a yawner.

**Click Here to Download the Marketing ebook for only $13.95**

Or Combine as a Special Bundle

**Click Here to Download the entire Small Factor Series – 6 ebooks in all – for only $95.00**

About the Author: Jeff Callender has been factoring small receivables since 1994. With his books, articles, web sites, classes and workshops, he has taught thousands how to profit with this lucrative investment. This book reveals the essentials you must understand in order to safely make these remarkable returns.

A factoring broker has excellent earning potential referring business to factoring companies for accounts receivable funding. But before there are commissions there must first be prospects, which all stems from active marketing.

Successful factoring brokers continually turn to referral based marketing as a key component of an effective marketing plan.   Consider these five proven performers when developing factoring referral business:

Banks

The banks are often in the unfavorable position of saying ‘NO” to requests for business funding, especially in the face of the current credit crunch.   Many lending officers find the burden of turndowns is lightened by being able to say, ‘While we can’t help you with this current funding need you might consider ABC Factoring for financing alternatives through accounts receivable factoring.”     Use this strategy to develop working relationships with corporate lending officers, business account managers, and other bank contacts regularly involved with financing business.

Accountants and Bookkeepers

Any professional that is involved with the financial records of a business can be an excellent source of referrals.  Accountants and bookkeepers can be the first to know when their clients are in need of additional cash flow to pay bills, meet payroll, or fund expansion.

Business Networking Groups

Networking with other business professionals is a standby to business development.   These are often found through the Chamber of Commerce or national organizations such as Business Network International or LeTip.   The internet is also a source of network groups dedicated to creating qualified leads through member interaction.

Purchasing Agents

Factoring companies prize clients that have creditworthy customers that are reliable payers but take an average of 30 days to pay.   Rather than focusing first on the ultimate business client try contacting the purchasing agents for government agencies, school districts, utility companies, or large corporations.   These purchasing agents work with the vendors that provide their company with goods and services.   A factoring broker can then target business development with these vendors that are creating invoices with strong creditworthy customers favored by the Factor.

Personal Contacts

The first place to naturally turn for referral business will be people you personally know.   These are friends, family, co-workers, business owners, or any acquaintance with which you have developed a personal or business relationship.

When developing referral business always keep in mind the WIFT (What’s In It For Them) principal.   A personal contact might refer business just to help you out while a business contact might be more concerned about earning a referral fee or meeting the needs of their own business client.   By targeting referral marketing a factoring broker can develop qualified business prospects in need of funding through accounts receivable factoring.

Like with most businesses, the elevator speech is a brief commercial describing your services that can be used when contacting customers in person or by phone.

Here are five key elements of any successful elevator speech:

1. Personal and Business Name
2. Services Offered
3. Who benefits
4. What’s In It For Them (WIFT)
5. Duration of 30 seconds or less

This introduction assumes there is a limited amount of time, like an elevator ride, to describe what you can offer. When putting the components together, a factoring consultant elevator speech might sound like the following examples:

“Hello! My name is Tracy Rewey with Diversified Investment Services. We help companies generate cash by purchasing outstanding invoices. We specialize in saying yes when the banks say no. Please contact us if you or anyone you know can benefit from an advance on their accounts receivable.”

“I’m Joe Smith owner of Cash Flow Solutions. We supply something every business needs – money! We provide cash advances on slow paying invoices. Rather than waiting 30 days for payments, our clients have immediate access to funds to meet payroll, pay bills, take advantage of supplier discounts, or expand their business.“

The elevator speech should be customized to your individual style and the types of clients targeted. Be sure to spark interest and finish by handing the person a business card kept handy in a jacket pocket or an outside compartment of a briefcase.

Practice makes perfect so recite in front of a mirror and practice on family or friends. Once you have the elevator speech mastered you’ll be ready to use network marketing to develop clients that can benefit from accounts receivable financing.

as highlighted in my recent article, If You Aim at Nothing You Will Hit It!

First of all a marketing plan outlines the specific actions you intend to carry out to interest potential clients in your product and/or service and persuade them to buy the product and/or implement the services you offer.

A successful marketing plan implements your marketing strategy that is used in reaching your goals and it helps in setting your marketing budget.

Consider these 5 points when developing your Marketing Plan.

1. Positioning

Communicate with your prospects exactly why they should do business with you. Focus on the features and benefits that you provide along with WIFT or What’s In it For Them!

2. Packaging

Package and present your services to generate interest and response from qualified prospects. Make sure you include a CTA or Call to Action that directs your prospects to respond.

3. Promotion

Get more qualified prospects to call that are ready to do business with you now. Use Direct Mail campaigns that create curiosity and the Internet to leverage your efforts. Develop Referral Sources through associations and networking.

4. Persuasion

Turn those who call you into immediate sales whether over the phone or via a website. Developing good communication skills is an important attribute in the conversion process. Implement the 80/20 Rule – talk 20% of the time and listen 80% of the time.

5. Performance

Keep clients coming back and referring others – forever!! A happy client is a great referral source. Maintain constant contact with your client to help you identify potential issues and opportunities.

Michael Ponomarew brings with him more than 24 years of experience in entrepreneurship, marketing, and business management. Mike can be reached at mikep@millenniumfunding

“IF YOU AIM AT NOTHING YOU WILL HIT IT!”

What an interesting phrase but how does it relate to the Factoring Industry?

Many Factoring Consultants exhaust their marketing efforts with a shotgun approach, never aiming or directing a Target marketed message to a Target marketed audience. Unfortunately, these individuals end up creating a lot of activity but not being very productive.

Consultants working in the Factoring industry on a part-time basis have limited time available to put forth to their consulting business. These consultants have very little time to waste.

Full-time Consultants are the complete opposite; they have a lot of time available to them therefore, a lot of time to waste.

Marketing efforts that are not Targeted are very difficult to manage and in many cases can exhaust your marketing budget. Try picking a Niche in a type of industry with annual sales between 500K and 2.5MM. This should help you narrow your scope.

Next pick an industry that you are familiar with. Why? Because it makes targeting your market easier, you will get the most out of your Marketing budget and you can manage or track your marketing results more efficiently.

You should always try and leverage your efforts which means putting out one unit of effort that produces multiple results. This can be achieved by taking advantage of the Internet and the multiple marketing streams that the internet makes available.

Direct Mail campaigns that create curiosity and the Internet continue to be our companies top marketing mediums in controlling our own deal flow destiny. Set a monetary goal on the realistic income that you desire and then develop a marketing plan. This will help you keep focused and on track in reaching your goal.

So in conclusion, take “Aim at Something” and at the very least you will know where you are going. Define how you are going to get there or how you are going reach that Target market and use the Internet. Need I say more? Yes, I do somore to come later. All the Best!

Michael Ponomarew brings with him more than 24 years of experience in entrepreneurship, marketing, and business management. Mike can be reached at mikep@millenniumfunding.com or by calling 888.652.8298 ext. 45.