The Power of FREE
We are enticed by something free. Most transactions have an upside and a downside. When something is free we forget the downside. We perceive what is being offered as more valuable than it really is.
Transaction Buyers vs. Relationship Buyers
Customers who buy on price have no loyalty. Clients who buy based on trust will stay with you for a lifetime.
Why customers leave
The most common reason customers quit buying is not price or product quality. It is because they are unhappy with the way they are treated.
Networking
If you want to meet a lot of people who can be helpful to you in your career, go to the places where they congregate. Join organizations and attend classes where they are likely to be.
Retention Rates
According to a LIMRA study, if the producer sells one product only, the retention rate is 35%. With two products, the retention is 56%. And with three or more, retention is 92%.
Key to E-Mail Marketing
Make sure your brand message is consistent. Brands that constantly change their positioning or advertising to the consumer imply they don’t know what they stand for.
Repetition
Repetition is key to the success of any marketing campaign. You should repeat your message to reinforce market awareness and branding with your prospects.
One-to-One Marketing
When you see an article on a topic of interest to your clients or prospects, clip it out and mail it to them with a short note. Your thoughtfulness will be remembered, and it could lead to new or additional business.
ROI is in the Mail
ROI is in the Mail: United Mail’s infographic reports 70-80% of consumers open almost all of their mail, including advertising mail. Also, 79% of consumers will act on direct mail immediately and only 49% say the same of email.
Don’t talk down the competition in your sales presentation
Don’t talk down the competition in your sales presentation. If the prospect says your competition is cheaper, explain why your product or service is a better value.
Silence is Golden during the sale
Look for a chance to keep quiet during the sale. The buyer might give you a selling cue such as clearing his throat, straightening up, or making a comment. This may indicate interest and give you a chance to ask for the sale.
Reasons Sales People Fail
Reasons Sales People Fail:
- Negative attitude
- Lack of persistence
- No vitality
- Not organized
- Can’t answer objections
- Failure to ask for the sale
Four nasty words
Four nasty words: “Go to our website.” The internet is great but people want answers, not a homework assignment. If you’re in the service business, don’t force people to do their own work. Insurance is complicated for the average person. They need personal guidance and advice, not an online research project.
Be Aggressive
The punishment for being lazy is not only failure, but the success of others.
Anything negotiated can be renegotiated
If your prospect says they can’t pay more than a certain amount, that may be true. But there are other things that may be negotiated such as the payment terms or product specifications. Buyers may talk price but there are other wants and needs as well.