“Where is your next appointment coming from?”
July 21, 2023
Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customers to current customers.
Prospecting is an important part of the sales process, as it helps you develop the pipeline of potential customers. Prospecting, done right, not only creates a pipeline of potential customers, it also helps to position you as a trusted advisor. And it helps you focus on the right accounts.
A positive prospecting mindset always features a value proposition that helps create an awareness of needs. You must believe you have something of value that the client needs to hear. First impressions are vitally important in any new business relationship. Eliminate any jargon and get straight to the point about what differentiates the insurance products and services you’re trying to sell. Avoid cookie-cutter chatter like “we provide the best customer service” and sell yourself with verifiable facts and examples.
The three keys to prospecting success are numbers, consistency, and organization.
Effective prospecting methods can vary by sales organization and industry.
The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day.
There are so many prospecting/marketing strategies for agents and it’s important to try as many as possible until you get your business to a point of ultimately working 100% referrals and clients. Here are some of the ideas that when used consistently can transform your business. Remember that nothing works unless we do.
-Project 💯
-Exclusive leads
-Non-responder leads
-Referrals
-Seminars
-Social Media ads
-Outplacement Retirement Specialist (HR departments)
-Churches
-Pharmacies
-Dr.s offices
-Community Centers
-Veterans
-Affinity Marketing
-Door knocking
-Social media live events
”MARKETING”
-Billboards
-Magazines
-Radio
-T.V.
-Sponsorships
Etc. Etc.Etc.
The key isn’t what you do, it’s that you do it, and keep doing until you find your niche that works for you. If you have questions about any of these ideas 💡 reach out and I’d be happy to assist you.
Now let’s get Prospecting……🙏
Greg Gelineau, CLTC
Executive Vice President
