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Monday, June 18, 2012, 2:46 PM
[General]
Today's sales environment is hard. With unlimited information at their fingertips, people are no longer very interested in listening to a sales pitch over the phone or letting salespeople into their home. They want to learn on their own and make decisions without 'outside' influence.
When you change your focus to driving people to your site and then providing them excellent, valuable customer-centric information, this all changes. They get the information they want in a format that makes sense to them. In addition,Cheap Laurent Robinson Jersey, it allows them to control the "conversation" and learn at their own speed.
So you've turned the conversation from a sales presentation to a self-education process. And you're positioned yourself as an authority rather than a salesperson. Your clients will automatically assume (because they view you as an authority) that if they contact you, you'll put their interest ahead of yours. Which is what you want, right? Someone that likes and trusts you before you even open your mouth.
And you want them on your list NOT so you can sell them...but so you can inform them, educate them,Cheap N. Harris Jersey, and let them qualify themselves.
But that requires you to get in front of prospects before anything happens. You either need to get them on the phone or by e-mail...or best...in person. But to the customer,Cheap Jason Taylor Jersey, you're just some random, untrusted insurance salesman contacting them at that point. They probably won't want to talk to you.
You let your leads come to you instead of calling and trying to cajole them into giving you the time of day. In the online marketing world,Houston Texans Jerseys, your focus needs to go from contacting leads to getting them to come to your site and join your list.
Scott Adams, an American cartoonist, is quoted as saying,Cheap Brandon Marshall Jersey, "You don't have to be a 'person of influence' to be influential. In fact, the most influential people in my life are probably not even aware of the things they've taught me."
But whether you're new to insurance or you've been selling for years, you no doubt know your business success is completely dependent on getting leads, qualifying them,Cheap Lavar Arrington Jersey, and then putting the products in front of them that will meet their needs and exceed their expectations.
In the old insurance sales model, it was up to the individual agent to qualify leads by contacting them, asking questions, and doing an evaluation to see what their needs were and how they could meet those needs.
Step 1: Develop Authority Rather than Sales Skills
Step 2: Get Them Coming to You Instead of Chasing Them
If you're focusing on becoming a better salesperson and learning how to influence people and close sales, you might want to reconsider your approach. Both for your sanity and your customers'.
Step 3: Let Your Leads Qualify Themselves BEFORE They Call You
How do you do that?
Do you see yourself as a salesman or an educator?
You've probably heard the old axiom that people love to buy but hate to be sold. And it's even more true today. So what's that mean in insurance? It means you need to switch from trying to sell your prospects to educating them.
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