Annuity Lead Sales : Annuity Lead GenerationAnyone who has ever been involved in sales knows that the most debilitating thing that can possibly happen to to be without a lead. When that happens things start to freeze up. You may have been on the best roll of your career and then everything came to a stop. If you look around you, you will see other sales representatives that never get off the phone and are always making new contacts. Where, you might ask, do they come up with their leads? Years ago when I was first entering the sales market and wizened veteran pulled me aside and explained how he did his annuity lead sales generation. He said he always kept a list in his desk of his next twenty leads. When he contacted one it came off the list and then he added at least one. The goal was to always have twenty. With that many leads there was never the grip of panic about the next sale. One way that I add to my annuity lead sales list is to make sure that every person I talk to gives me a name to follow up on. This gives each contact a two headed objective and in some cases has helped to build relationships. Another way I have had success in annuity lead sales generation is to go back through my former lead files and see which ones bought or almost bought. They are always good to follow up on and see how life is treating them. And they might be our next sale or at least know your next one. Years ago there was a movie starring Tommy Smothers entitled Get To Know Your Rabbit. The movie had nothing and everything to do with annuity lead sales generation. Essentially, you need to know who your market is and how to reach it. When you review you past sales and near misses, develop a demographic picture of who your customers are. What was it that brought the two of you together? What was their dominant buying motive. When you are familiar with the area of your past successes you will know the area to go for your next ones. My preference for reaching prospects that I have identified is by as direct a method as possible. I know a lot of people that do mass mailing with both the postal service and the internet. The problem with that approach is that where you reach a lot of people you form very few relationships. Most mass mail ends up in the waste basket or deleted. Relationships sell annuities, cold calls do not. |