Get Qualified Insurance Prospects To Call You? Serve A Starving Crowd – An Immediate Need!
Do you want qualified insurance prospects to call you… “Then Find Out What Your Prospect Really Want Right Now… And Then Give It To Them” It is all about your insurance marketing! If you want people to call you, then you have to offer them something they need right now. Find an immediate need.
Have you ever heard the story about two brothers who were each going to open a hamburger stand?
It seems the two brothers were quite competitive, and so they had a bet on who could make the most money from their hamburger stand. The younger brother, George, told Ned that he could have any advantage he wanted for his own hamburger stand.
Ned thought for a minute and said, “All right, I want the best hamburgers in town.”
“Fine,” George said, “Your hamburgers will be better than mine. Now, what other advantage would you like?”
“I want the cleanest, nicest-looking restaurant in the entire state.”
“Fine,” George said, “Your restaurant will be the best around. What other advantage would you like?”
“I want the friendliest, best waitresses.” “No problem. What other advantage do you want?” “I want the best location for my hamburger stand!”
“You got it- the best location is yours.”
By this time Ned was feeling a bit smug about winning their bet. After all, George had given him every advantage he wanted. So there was no way he could lose.
So when George said, “I would like to have one thing for my hamburger stand, though…”
Ned gladly obliged: “Anything else you want, you got it.”
George couldn’t help but smile: “The only thing I want for my hamburger stand is a starving crowd inside it!” And then he went on to win the bet by a landslide.
So, what’s that story got to do with selling insurance and your financial services? Everything!
Because finding an immediate need is how you get qualified insurance prospects to call you!!!
Get Qualified Insurance Prospects To Call You.
Even if you’re doing EVERYTHING else right in your insurance and financial services business, if you make the one mistake of NOT selling to a “starving crowd,” (an immediate need) you’re going to struggle in this business.
Let’s look at an example outside of our industry.
Why do you think doctors make so much money? It’s definitely NOT because they’re good salespeople or marketers – in fact, they’re some of the absolute worst around. Yet their waiting rooms are always full of people calling and wanting to see them.
Have you ever thought about what they’re doing that you’re not? They’re marketing to a starving crowd. If you’re sick, you’ll gladly wait all afternoon and pay whatever exorbitant fee your doctor charges. If you have a heart attack, you don’t negotiate fees with your doctor and you don’t postpone your date for open-heart surgery because there was something else you’d rather do that day. No, you march right into the doctor, tell him to schedule you right away, and never even ask him what he charges to do the procedure.
Why? At that point, you have an immediate need and you’ll do whatever it takes to get your problem fixed.
To be a successful insurance agent or financial adviser today, you must get qualified insurance prospects to call you! You must find your own “starving crowd” and offer them whatever it takes to satisfy their immediate need. Unfortunately, because insurance and financial services are at best a future need, it’s tough to find a “starving crowd” of prospects for your products.
That’s why you need to turn the tables on your prospects and offer them services that satisfy their most pressing IMMEDIATE needs before you ever offer them insurance or financial products. This strategy quickly turns even your lukewarm prospects into a “starving crowd”. It is what will get qualified insurance prospects to call you!
Remember, everyone is self-absorbed and selfish.
All people care about is themselves, and maybe their families.
How about you?
Do you care about me… or what I think? Or are you reading our insurance marketing newsletter because of what YOU thought you could get out of it?
Of course, you’re no different from me, or anyone else. All we care about is ourselves. It’s just human nature.
So, when doing any insurance marketing or advertising, there’s one question that your prospects are going to ask, subconsciously, when they see your ads or whatever:
“What’s In It For Me?”
This is a major point you have to understand. Yes, I know you have heard this all before, but this is absolutely critical! So we need to repeat it over and over again… until it is firmly implanted in everything we do.
If your client newsletters, sales brochures, insurance marketing Ads, and mailers you use to answer the question, “What’s In It For Me” then they will be moneymakers for you!
If they talk about things that don’t answer this question, then they will not create responses… get qualified insurance prospects calling you!
For example, if you talk about the fact that your company has top ratings, that does not answer this question. Talking about your credentials doesn’t answer this question. Bragging about being the “best,” or that you “care” doesn’t answer this question. And so on.
But do you see how “How To Pay Off Your Mortgage 10-15 Years Early, Without taking Any Additional Money Out Of Your Pocket!” or “How To Generate A Guaranteed Income In Retirement That You Can’t Outlive!” answers this question?
Keep this critical concept in mind whenever you consider any insurance marketing idea!
Just like you, your prospects only want to know what’s in it for them, and how will you help them to solve an immediate need or problem they have!
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