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.
The bigger the problem they have, the more pain they feel and the quicker they want to solve the problem. So, if you can identify a big, overwhelming problem you can solve for your primary market, the easier it’s going to be to attract people to you, set an appointment and make a sale.
What Problems Can You Solve For People In Your Primary Market?
If you are primarily dealing with young families or small businesses, then maybe the biggest problem they have is their current cash flow. Most of these people have too much month… compared to their income. Do you have some ideas that could help them to reduce their monthly expenses? How about reviewing their current health insurance, auto insurance, life insurance, disability insurance, etc. to see if there are some changes they can make to decrease those costs. Can they change their deductibles, remove unnecessary riders or change to a less expensive company? (Make sure it is in their best interest) What other things can they do to decrease their monthly expenses?
Many people have a huge problem with consumer debt. Do you have some ideas that could help them reduce their debts? Again, how about reviewing their current health insurance, auto insurance, life insurance, disability insurance, etc. to see if there are some changes they can make to decrease the costs and free up money to reduce their debts. Can they change their deductibles, remove unnecessary riders or change to a less expensive company? (Make sure it is in their best interest) What other things can they do to free up money to reduce their debts?
If you are working with more affluent people and business, isn’t one of their biggest problems income taxes? Do you have some ideas that could help them reduce their taxes?
If your primary market is retirees… what’s their biggest problem? Isn’t one of their biggest problems the fear of outliving their money? What can you do to help them make their money last?
These are just a few examples of the problems you can solve for people in your primary market. Now the question is…
How Do You Turn Solving Their Problems Into A Sale For You?
First, you help them to identify the primary problem they have and then you help them to solve that problem. By helping them to solve their primary problem you’ll gain their confidence, trust and respect. Now you can help them to identify other problem areas where your products and / or services are the solution.
How Do You Attract and Set Appointments With These People?
As I said earlier, if you can identify a big, overwhelming problem you can solve for people, the easier it’s going to be attract them, set an appointment and make a sale.
So, what do you do to attract these people to you and set an appointment?
How about offering your current clients, friends, relatives, acquaintances and prospects a free educational workshop on: ‘Improving Your Current Cash Flow’, ‘Reducing Consumer Debt’, ‘Tax Saving Ideas For Businesses’ or ‘Stretching Your Income During Retirement’?
Why An Educational Workshop?
Would you agree no one wants to meet with a sales person! The beauty of an educational workshop is that for the prospects there is safety in numbers. People feel much safer coming to a workshop than meeting one on one with a sales person. It’s a non-threatening way for them to get to know you, see the type of work you do and the help you provide.
The beauty of the educational workshop for you is that you can offer them in large or very small groups. They cost very little to hold. Because they are considered a public service you can hold them almost anywhere - in your local library, association rooms, conference rooms, etc.
You can get people to attend your educational workshop just by calling them and inviting them to a special educational event. The main thing is to tell them that this is not a sales event. This is strictly educational. And, you must keep it strictly educational.
If people like the information you provide at the free educational workshop, they will want to set an appointment with you.
And, the best part is you can do it right now. It’s the quickest way to increase your leads, your appointments and your sales!
Yours in success,
Jeremy and Lew Nason
‘The Nine Out Of 10 Guys’
© 2009 Insurance Pro Shop - All rights reserved
Lew Nason, RFC, FMM, LUTC Graduate with his sons Jeremy Nason, RFC, FMM and Will Nason, RFA, FMM are the founders of the Insurance Pro Shop ® and the creators of the… Found Money Management™ Advanced Life Insurance Sales System… The most endorsed and successful Life Insurance prospecting and sales system available for today’s insurance professional! Lew has been helping agents and advisors to achieve long-term success in financial services industry for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.
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Thanks for bringing sanity back into the insurance marketing world, guys!