A systematic approach is the way you should market your insurance practice.
You might ask yourself, “ Why should I use a Marketing Funnel?”
The most important reason is that it results in more sales. And more sales means more profitability. That should be reason enough, but the real question is why do you get more sales when you use a systematic marketing funnel?
It’s because most of your prospects simply aren’t ready to buy at the very moment you contact them the first time.
However, they will more than likely be ready to buy over a period of time. This is why I use my 12 communications system with a prospect where each month I email them something to help them until they become a client.
You should understand that each prospect’s timeline for becoming a customer is different, so you are able to give them the time they need to move from a “lukewarm” buyer to “ready to buy.”
During this period, you are able to provide education and prove to your prospects that you are a “Guru” in your industry. But the most important part of this is that they get to know you as a person.
They not only get to know you, but they will trust you and learn about you.
Finally, you are able to position yourself, and answer the question, “ Why should I choose you?” That is always burning in the back of your prospects mind.
Here’s an example. You can position your pricing, justify it, and position your “rules of engagement” on how your business is run.
You will have the best success in using “grabber letters” in this sequence of bringing them from prospect to client.
Here’s the sequence I use:
Day 1 – “Thank you” email for responding
Day 5 – One of the grabber letters. I often use the Pill offer
Day 10 – Send a follow-up email to offer
Day 20 – Send another email follow-up offer
Day 30 – Now send the Direct Mail offer
Try this and let me know how it works for you or if you have any questions about the procedure.
Well, that’s it for this issue. Next time I’ll write about another solution to problems you might be having and how to reverse them…
If you need step-by-step instructions on how to implement this and other ideas I give on creating clients, just visit Build Your Practice Fast Academy and sign up for my one-on-one coaching program.
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