January 06, 2020 / Category: Insurance Agents
Today, prospects seek personalization, and expertise in their advisors. Clients want to work with someone who they trust, who looks for the best interest of his clients. An advisor who listens and understands the needs of his clients, and takes actions that will be for the best interests of his clients. As Zig Ziglar famously was quoted saying: “You can have everything in life you want if will just help other people get what they want.” Market yourself in a way that showcases your core abilities. Win your prospects’ trust and loyalty by surpassing their expectations. That’s what top consultants do.
Create your own brand:
An image that associates YOU as having a superior level of quality, credibility, and satisfaction in the prospects’ mind. It’s not easy to stand out from the crowd unless you know the formula for success.
Your goal is to connect with your prospects and make them want to do business with you. Think outside the box, offer creative solutions that will captivate their interests and keep them asking for more.
Successful advisors have several features in common. They are focused, they have a clear vision; they are focused and motivated on achieving their goals and success.
Having a clear vision prevents deviation. A good starting point is to define what area you will focus on as an advisor.
Quality of Products and services
The Ritz-Carlton, Rolls-Royce, Nordstrom, Northern Trust; all have one common denominator. Their products and / or services are over the top when compared to their competitions. Not only the quality of your products and services must be superior to your competition, but the delivery of those products and services must be better, as well.
Understand your audience and their expectations
Once you have selected your areas to focus on, it will be easier for you to define your targeted audiences. Prospects listen to only one station, WIIFM (What’s In It For Me.) You must see issues through your prospects’ lenses, not yours. Understand their pains and concerns from their perspective, and help them to come up with solutions to advance their cause(s). Once you have acquired the knowledge to answer their concerns, meet their expectations, you will become their trusted advisor. Delivering to your prospects what they want, meet their expectations and serve them with complete satisfaction, is the key to becoming a successful and trusted Advisor.
Make sure to sell not only to the decision-maker but to the influencers as well
As salespeople, we tend to focus directly on the decision-maker. After all, he/she holds the purse and writes the check. Today a lot of decisions are made by committees of one, two, and more.
DON’T underestimate the power of the gatekeepers. There is a reason they are called gate-keepers, and they often are an important integrated part of the decision-maker inner-circle.
o I see that:
Their positions are more concealed than that of the decision-maker, but they have a tremendous amount of influence on the final decision. Influencers very often are the ones needing your services. They may not sign the check, but they have the power to delay, to resist, and to break the deal. Don’t neglect them.
o Questions to ask:
Years ago, I was involved with a prospect, and he decided to invite several people at the meeting, his assistant, and his employee manager. After some pleasantries, I started to engage with the Decision-Maker and completely forgot to engage the assistant. I lost the deal. Why? I did not engage with the assistant during the meeting and did not realize that the assistant knew more about insurance and how to run the company financial issues than the owner.
Respond to your prospect’s concerns?
Continue to upgrade your credentials
To stay competitive and ahead, continue to upgrade your credentials. This helps build credibility. The more credentials you have, the better of an asset you are to your clients.
Share your knowledge
Know your targeted industries thoroughly; be willing to share your knowledge. Expand your knowledge among your target markets, enhance your education, increase your credibility, and trust, you will eventually convert prospects into raving fan clients and sources of referrals.
Wishing you the best closing opportunities.