Seeds and Sales Require nurturing
However, as we all know, the reward can be tremendous! That’s the thrill of our business, right? Who doesn’t like closing a $500k+ case?
Also like crops, leads can’t be rushed to grow quicker or forced to yield a bigger harvest. However, you can use Miracle Grow and good fertilizer (i.e. digital marketing) to help your seeds sprout, grow, and yield a successful harvest. The key difference between many $30M producers and the $1M producers is their approach to prospecting. $30M producers have figured out that secret sauce… prospecting automation systems.
How To Prospect patiently and confidently
Combining an effective source of leads with digital marketing can truly create a synergy effect that leads to more sales. Not only will your production increase, but your confidence level will soar because you will have a steady stream of new appointments. People like and trust confident people, and are scared off by anyone who seems desperate. Think about it this way… if you went on a first date, and you asked them to move in with you, wouldn’t that scare the other person off? The same holds true for our business.
When you don’t have a marketing automation system in place, you feel more pressure to take action and try to close the prospect as quickly as possible. Some people will not respond well if you try to close them on the first appointment or talk about products. They want to get to know you first, learn more about the services you provide, and most importantly… they want to talk to you about themselves!
That’s right, the most important thing you can do during your first appointment is to listen and get to know your client. Most people enjoy talking about themselves, their families, what they’re doing for their communities, their partners/spouses, children, grandchildren, etc. Once you establish a baseline, then start talking about their financial goals, what concerns them about retirement, and what kind of lifestyle they want for themselves.
improve your yield ratio with less effort
If you would like to know what digital marketing services we provide, as well as our in-house annuity lead generation program, please reach schedule a quick call to learn more. We’re here to help you be as successful as possible, and would like the opportunity to earn your business. Start planting the seeds of success today!