by Jeremy & Lew Nason
We don’t think anyone will disagree that marketing is the life-blood of a successful insurance agency. It’s obvious that you can’t close a sale unless you are in front of people. And, what most agents seem to forget is that if you want to close more and larger sales you must be in front of the ‘RIGHT’ people.
Here are five marketing tips that will guarantee you are consistently in front of your ideal prospects. The prospects you have the best chance of selling.
1. Duplicate Your Best Customers…
If you want to make your life insurance prospecting, appointment setting and sales process much easier and much more profitable, then learn how to consistently attract your ideal prospects. Hint: Your ideal prospects are people that are most like the best customers you have right now.
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Everyday we get calls from established advisors (4 or more years in the business) who are in a sales slump. These advisors were successful in what they were doing, but now they are having trouble. They were buying leads or their agency was supplying leads and the leads have dried up! Their direct mail campaign has stopped working! Or, the quality of their leads just isn’t there any more! And, they want to know: “What’s the quickest way to generate more leads to get in front of more prospects, to increase my sales?” It’s something everyone goes through from time to time in every sales business.
The Quickest Way To Increase Sales
If you want to increase your sales quickly, first look at your primary market and determine what’s the biggest, most overwhelming problem you can solve for these people? Remember, if there is no problem, then there is no reason why they should meet with you? People buy based on emotions. They want to either reduce their pain or increase their pleasure.
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If you have been in the life insurance and annuity business for any length of time, you’ve probably spent a lot of money buying prospect lists, sending out sales letters, postcards and /or running ads in the newspaper to generate qualified leads. Then you’ve followed up with those leads by calling them, sending them your newsletter, special reports, information booklets, product brochures, etc. And, for many of those leads nothing is happening. For whatever reason, these people still have not agreed to an appointment with you. Why?
Is it because they don’t know you and/or how they’ll benefit from seeing you?
How about if there was a non-threatening way for them to meet you, and see the type of work that you do?
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