Many producers burn out in the churn and burn P&C business. After all, your financial security hinges on a very transient market. Often when you try to escape the P&C business it is not as easy as you would think because your existing clients are not the best fit for the products you want to base your new business on.
I have good news for you. You can build a better business based on more stable products and you do not have to pay your dues, go back to cold calling, or waste your time and dollars on outdated soon to be obsolete techniques that no longer work.
In fact, when you do it right building your new business could be nearly pain-free.
Here are three things you must do.
First, identify the introductory product your new business will be built around. Pick a product that is easy to understand. Pick a product with a big benefit for your new clients. Pick a product you can directly tie to a very important benefit your potential clients are already looking for.
If you are not sure what product to pick look to the news, TV ads, and Radio spots for recurring themes. When you see story after story on the same topic and then hear TV and radio ads related to that topic you know you have hit a hot button. Figure out how your product links to that topic.
Second, get to know the people who are mostly likely to buy your product. The people most likely to buy your product are the people who get the biggest benefit from it. Those people are already looking to get that benefit.
There is one thing I know beyond a doubt. Your best prospects have questions you have answers to. Create an information product that answers your best prospect's most pressing questions.
Finally, offer your information product to those prospects. Let your prospects know your information product answers their questions. Let them know they can get your product for free and they won't have to talk to a sales person to get it.
The information product you create, when done right, answers your prospects questions. This product provides valuable information so good your prospects would gladly pay for it. Plus, when done right the information product works as a tool to move your prospect to the next step.
The information product you create opens the door to your relationship with the prospect. From there you need to plan next steps. Ideally you want to develop a remote control process that drives leads to you, helps those leads develop a relationship with you, and moves your leads through your sales process.
0 comments:
Post a Comment