Are your prospects and referrals ignoring you?

Written by Jessica Adkins

March 13, 2017

Are your prospects and referrals ignoring you?

Do you feel like your prospects and referrals are ignoring you? No email replies, no voice mails, no return calls?Unless you have provided them with a compelling reason to respond, they most likely are.

If you want to capture the interest of your prospects and increase your sales, you must communicate your value in a matter of seconds. According to recent studies, the human attention span is one second less than that of a goldfish. What does this mean for you? You have eight seconds to present an amazing reason why prospects should respond to your email or give you a callback.

There are a few crucial points that needed to present your value and craft your selling message. These points should be considered in all forms of communication: emails, voicemails, social media and during your sales presentations.

Be clear and concise with your message. Lose the industry lingo and overly-complicated language most people do not understand. Follow basic grammatical rules but keep your conversation flowing and more casual. After all, you’re talking to a person!

During conversations or the few minutes, you have to pitch yourself, think past the features of products. Think past the sales pitch of why prospects should choose you to handle their insurance needs. For instance, demonstrate the actual benefits of products, opportunities, or doing business with you. Convey your message and ensure it is emotional.

Everyone in the industry knows the best way to sell, is selling based on emotion. Thus, help this process by using emotional words such as confident, risk, dreams, commitment, security, loyalty, future, and fear.

Use specific examples of what you do, how you do it, for whom you do it, and bring your proposition of value to life. Having those examples ready for your audience genuinely helps establish a connection and brings a new value to your position.

Check out #MarketingMonday Resource Center to learn about establishing your value proposition.

When engaging in this conversation with your prospects, giving them the background, the knowledge of who you are and what you do—gives them information to share with their friends and family members. Not only is this strategy used to show the benefits of doing business with you, but it increases your chances of those benefits being shared with friends and family members (i.e., getting more referrals.)

For more information on this and other unique marketing strategies, contact your Regional Sales Director.

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