There are numerous ways to drive sales success. Last time, we shared a handful of closing tips. Here are some new sales ideas. Take a look and see what works for you.
FIVE THINGS PRODUCERS CAN DO TO GROW THEIR SALES
Focus on referrals, networking, knowledge, support, and personal resolve
Something new is introduced into our world every day—usually multiple somethings. You cannot possibly take everything in and retain it. What you can do is find one takeaway a day.
By Michael Wayne
Last month, I shared five things producers can do to close more sales. The feedback I received was overwhelmingly positive and, as such, I thought it would be beneficial to build on these and offer five more ways to boost sales. For those of you who missed the previous offering, here is a quick recap:
- Make the conversation about the client or prospect.
- Offer solutions instead of pushing products.
- Explain the benefits you are offering.
- Make sure you are reachable.
- Stay focused and be specific about your goals.
Now, five ways to grow your business:
6. Remember to ask for referrals.
Nothing sells you better than the words of a satisfied client. Of all the marketing you will ever do, the most cost-effective campaign you can put in place is having those you have created solutions for driving business to you. Asking clients to recommend you to others or sending prospects your way costs nothing but a few minutes of time. Naturally, you need to feel comfortable and confident that the situation is proper, but that should be fairly easy for you to discern.
7. Seek out networking opportunities to show your face.
This is actually a two-pronged tip. First, it is important to involve yourself in the community you are in as well as the associations of the niches you specialize in to make viable connections. Show the public your expertise by attending trade shows and other events that make sense. Second, you should continue to grow in the industry. Find workgroups to be a part of and events to attend where you are likely to find leaders and peers from whom you can learn best practices.
8. Make it your goal to gain knowledge on a daily basis.
Something new is introduced into our world every day—usually multiple somethings. You cannot possibly take everything in and retain it. What you <i>can<i> do is find one takeaway a day. The places from which to do so are infinite. Between white papers, online articles, specialty books, webinars, podcasts, and general social media, there is more than enough for you to choose from, so dedicate a few precious moments to the search.
9. Find colleagues who will feed your success.
More than likely you have heard the phrase, “success breeds success.” I absolutely believe that is the truth. In general, establishing a core group around you that exudes positivity and that is at the top of its game is beneficial. Aligning yourself with individuals or colleagues who aren’t constantly looking to better themselves can be detrimental to your growth and ultimate success. Additionally, look for mentors who have been there before and pick their brain to find out how they got to where they are now.
10. You have to care … a lot.
Everyone may not have a quota to meet. They may not be surviving on commission, but objectively, everyone’s job can be boiled down to sales. As part of the insurance salesforce, we can all take inspiration from Rocky Balboa and some of the words that he shared with his son:
“Let me tell you something you already know. The world ain’t all sunshine and rainbows. It’s a very mean and nasty place, and I don’t care how tough you are; it will beat you to your knees and keep you there permanently if you let it. You, me, or nobody is gonna hit as hard as life. But it ain’t about how hard ya hit. It’s about how hard you can get hit and keep moving forward. How much you can take and keep moving forward. That’s how winning is done!”
In short, you have to love to get the “yes,” but you have to be strong enough to get through all of the “no’s” that are going to come your way.
With some help, it would be possible to continue adding five additional items to this article on an ongoing basis. We could make it a living list and probably never run out of things to add. I have no intention or desire to do that moving forward, but that does not mean you shouldn’t continue on your personal journey to find and add things that make you successful to your list. Finding what works for you is what makes all the difference.
