As I have previously mentioned I am exploring a GREAT book, titled, ” 80/20 Sales and Marketing” by Perry Marshall.
In today’s reading I found this was extremely valuable insight to my peers in the Insurance Sales Industry and other Sales Professions. Here is Perry’s outline of the Seven Cardinal Rules.
- No cold calling. Ever. You should attempt to sell only to warm leads.
- Before you try to sell anything, you must know how much you’re willing to pay to get a new customer.
- A prospect who “finds” you first is more likely to buy from you than if you find him.
- You will dramatically enhance your credibility as a salesperson by authoring, speaking, and publishing quality information.
- Generate leads with information about solving problems, not information about the product itself.
- You can attain the best negotiating position with customers only when your marketing generates “deal flow” that exceeds your capacity.
- The most valuable asset you can own is a well-maintained customer database, because people who’ve already bought from you are way easier to sell to than strangers.
THOUGHTS TO PONDER: Which of these rules are you not following OR how many of the rules are you not following may be a better question? Are you solving problems or pushing product? Is your customer database managed, updated and maintained and DO YOU BELIEVE that people who’ve already bought are easier to sell to then strangers? And what is your WILLING acquisition cost to pay for a new customer? If I looked you up via any website and/or social media platform would I find quality information that you are publishing, authoring and/or speaking about? IF NOT, I assure you one of your competitors is!!!
MAKE SURE YOU JOIN THIS LIST TO RECEIVE THESE MESSAGES EVERY DAY……TOMORROW I WILL EXPAND ON THIS TOPIC AND GIVE 40 DIFFERENT MARKETING IDEAS YOU CAN UTILIZE TO PROPEL YOUR SALES TO DIFFERENT LEVELS!!!!
John Lucero, is a successful business owner with over 20 years of experience in multi-line insurance agency operations for several major National Brands. With an expertise in Recruiting, Educating, Coaching, Developing and Product Knowledge, his passion and drive to ELEVATE Insurance Agencies to higher levels of success is what keeps him inspired about the future and motivated about making a difference.
