Developing a list of good annuity prospects may seem like a daunting task for annuity salespeople. In reality, it is not difficult if you do the right things. Marketing is the most important thing in the life of annuity salespeople. In the annuity business, there are salespeople and there are marketers. Learn how to market and the sales side of things will all fall together. Here are the 4 tools that I use to generate leads that easily convert to sales.
1. Seminars - This is easy, inexpensive and effective in generating prospects. Hold 2 seminars a month. Only hold your seminars in libraries or other similar locations. This will help direct attention to your presentation. I have found libraries to be much more effective than restaurants simply because food can distract the people attending from what you are saying. Never serve food!
2. Radio - Use the radio to market to your target market. There are radio programs that specifically work with financial planning. Advertising on stations like this will allow many people to hear what you offer and it will be targeted directly to people that are concerned about their financial situation.
3. Internet - Buy leads online. Search for the most credible lead provider. One thing to look for is a no return policy, this is the provider to go with. The reason for that is that if there are no returns then the lead is only sold once. Many providers sell the leads any number of times. Would you want to buy a lead that somebody has already bought and worked, and threw away?
4. Referrals - Ask for referrals early in the relationship with the current client. Almost immediately when you meet them, tell them that it is your goal to do the best possible work for them and and if they are satisfied with the work that you do, ask them if they have any friends or family that will benefit from the annuity that you can provide.
If you use these tools, you WILL increase prospective clients and increase your sales volume.