In the mega hit movie “Ghostbusters” it was the theme song that we remember after all these years. In fact if you Google the term “who you gonna call” you’ll see that 5,290,000 searches have been made on the term.
In part I assume because it is a catchy tune but mostly because when our prospects have a problem and ask themselves, “who are we going to call to help us with this” we want their answer to immediately be us. We want them to think of our services first.
In fact we want to be so high up there in their consciousness that we are the only possible solution for the situation.
Recently the great sales training expert and author Jacques Werth wrote the following article which we are publishing here, that describes as only he can the power of relationships that create this sort of “front of mind” awareness.
Your Own Loyal Community of Prospects and Clients
Suppose you are watching a James Bond movie and 007 says to another character, “Tomorrow I am going to pick up my dream car.” If you know much about 007, you would immediately have a mind picture of a gleaming white Aston-Martin.
If you were not aware of the fictional James Bond character you would probably picture your own “dream car” whatever it is. Perhaps it’s a BMW, Caddy, Ferrari, or a Shelby-Mustang.
That is an example of a powerful marketing concept called “front of the mind awareness.” A refinement of that concept, which is applicable to excellent prospecting, is “favorable front of the mind awareness.”
Suppose you sell Life Insurance and Annuities and you have a list of six hundred people between the ages of forty and sixty who have a minimum net worth of $500,000. You call those people every three to four weeks, changing your prospecting offers every time you call.
About seven percent of them will ask you not to call them anymore. That leaves you with over 550 prospects on your list.
If the way you prospect leaves those people feeling good about each call they receive from you, you will be developing “favorable front of the mind awareness” with about forty percent of them. That means that anytime they are exposed to cold calls, TV, radio, magazine and direct mail advertising about insurance or annuities, over 200 of them will immediately have favorable thoughts of you.
Caution: It will not work if you use traditional “cold-calling” techniques.
“People buy in their own time, for their own reasons,” is another powerful sales concept. They do not buy because you need to make a sale this week. It is important that you are in frequent contact with your whole list so that you are there when they want to buy what you have to offer.
The more often they hear from you, provided that your calls are very brief, informative and free of any pressure, the greater positive affect your calls will have on your prospect list. It will continuously increase your prospects’ “favorable front of the mind awareness”.
One of the results of this approach is that nearly all of your appointments will be with people who want to buy what you have been offering them. After they become your clients, provided that you continue to call those at the same intervals, they will be loyal clients for years to come.
Jacques Werth
High Probability Selling
Here’s hoping your clients and prospects consider you as the first, best, and only solution to their “cash with bad things happens” solution.
Below are a few resources I came across that may also help you!
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Health Insurance Agents Needed! (Daytona/Volusia County … – Health Insurance Agents Needed! (Daytona/Volusia County). Posted March 11th, 2009 by Healthcare Job. City: Daytona Insurance Agency seeks highly motivated and self-disciplined Licensed Health Agents. Applicants must have a valid Florida …
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Articles | Articles-R.us – Auto insurance agents can be very helpful to car owners like you seeking for the right type of car insurance policy. But there are a lot of auto insurance agents in the market today. How can you distinguish the good auto insurance agent …
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Life Insurance- Why Is It Vital? - After having talked to a counsellor, it is best to talk to several different insurance agents before you finalize a policy with one, as you can research the various options available to you before committing. When talking to agents, …
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Dallas To Host Intensive Norvax University Insurance Agent Sales … – Health insurance agents and brokers can also receive training and certification in Advanced Sales Development and Online Marketing Strategies. Chicago, IL (PRWEB) March 11, 2009 — Norvax University brings its popular insurance agent …
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A health insurance broker speaks up – PNHP’s official Blog - And, it isn’t the vast majority of health insurance agents who work with large group clients (because, while that market is becoming ever more difficult and the work more taxing, they’re still selling SOMETHING to these bigger …
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Look For Auto Insurance Broker | Best International News - When they are affiliated with large or reputable vehicle insurance firms, you can be sure that these auto insurance agents are honest and professional. You must also be given enticing or attractive car insurance quotes by the auto …
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