Each insurance buyer is not the same, nor are their needs.
Make a Killer First Impression
Some prospects want guidance, others want professional service, some want the lowest price and still others need help with insurance issues such as audits and engineering. How many personal contacts are you making on new accounts before your presentation meeting? How many times are you in contact with accounts during the policy year? Experts debate the type and quantity of touches that are needed, but all agree that staying in touch is essential to sales success and proper account retention. Create a plan for each account that includes a specific number of touches.
For existing clients, the number should be more than the renewal update meeting and the proposal visit.
How Creating a Sense of Urgency Helped Me Increase Sales By 332%
For prospects, it should be more than the first introductory fact-finding meeting and the proposal appointment. Put some, if not all, of these ideas into practice. In fact, you can show and tell, using what I call the Five Senses Strategy. Here's how it works: Get your customers to engage their five senses as much as possible as you sell to them. This will help them see the difference that your product or service can make in their lives.
The Five Senses of Selling | UIG
When they see that, you're a lot closer to closing the deal. Let's say you're selling sofas.
I'd even invite them to rip up the material of the cheaper sofa which they'll be able to do fairly easy , and then do the same to the material of the more expensive sofa which they'll fail at just to prove my point. So, how can you implement the Five Senses Strategy in your own business?
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Here are two ways I recommend:. Make sure your employees are wearing spotless, ironed uniforms and that they're well-groomed no dirty fingernails! I was experimenting with different headlines foe my blog posts and I noticed shorter ones characters work better compared with very long ones. If you were selling a limited amount of something, you could tie a script into your processing that shows how many copies are left out of x amount.
I split tested numerous methods including fixed position timers vs. While I found that fixed position worked best and that displaying timers near to CTAs increased conversion rates, there are plenty more tests that could have been ran! My product is an e book so scarcity in quantity is implausible.
Any thoughts on how else to increase perceived scarcity in that situation? Thanks for this post. Fantastic article Marcus — best case study I have read in a long time — very inspirational. I was looking at scarcitysamurai. Oh, and thanks for the heads up on that wordpress headline testing tool — never seen that before. These are far more efficient and less likely to negatively impact your page load speed than the WP plugins that do the same thing.
Influence by Cialdini is a great read which includes some references to scarcity. Also the guys at Marketing Samurai did some tests and were so moved they created a plug in around scarcity. Hey, great article and learning resource, again. So to effectively test B against A, you want to run three tests, consisting of two tests of headline A and one of headline B.
Seven Tips for More Effective Sales
Then if B is the middle performing headline, you do not have a clear winner yet. Im very interested in learning about what motivates consumers online and this has really opened my eyes to a whole new dimension. An intriguing discussion is worth comment. Very good examples of using psycho mechanisms. I am very interested in learning about what motivates consumers online and this has really opened my eyes to a whole new dimension.
Related Posts A really good course on storytelling and creating content. Do you know who is Ira Glass? He's the host and producer of….
There are three ways to grow sales - online and offline both. How to increase your longevity and health span. Want to live longer, be there for your grand kids? But not just live longer,…. I agree to get emails. Join the Conversation Add Your Comment Thanks for pointing out that while there is a dominant factor to conversion, the result is a product of several factors.
- 1. Clarity.
- Effective Sales: 7 Tips to Help Your Team Become More Effective!.
- The Five Senses of Selling.
- Sapori doriente (Cucina internazionale) (Italian Edition);
- The Art of Concealment;
Certainly it wore on Groupon after a while. Same with concert tickets. Not sure I agree with the analysis of your 1. This is a great post — super useful. Very utilitarian post, I must say Marc.
- Antimicrobial Drug Resistance: Mechanisms of Drug Resistance, Volume 1 (Infectious Disease).
- All You Can Do is Pray;
- Project: Dreamer!
Thank you for sharing your insights. Many of which can be applied to a digital only release.