Marketing to a specific target is vital in the success of ANY business. When it comes to annuity sales, the target market can be narrowed drastically, which leads to higher conversion of prospects (MORE SALES). I can ramble on all day about the criteria of my target market, I will spare you that and tell you only the best criteria. Senior Citizens. Here are the reasons you should target this market.
1. Fear! - Seniors often fear that they have not set up a retirement that will allow them to live out their lives fully. The perfect time to draw them into an annuity is when they have money, but are watching it dwindle.
2. Independent - Seniors are typically very independent. They don't generally rely on advice from other people. They will make up their mind on their own and it is your job as the sales person to steer them in the direction that is profitable for you. They tend you make their decision based on how they feel.
3. Appointments - It is difficult to schedule an appointment with someone who is working a 9 to 5 job. Seniors are typically available during the day. This is very convenient and it will allow you to cram as many appointments into a day as you can, minimizing down time.
4. Friends! - Seniors often have many friends who also meet the same criteria that I just explained to you. This is a no-brainer in the fact that this means more clients. But, you must first do the work and do it well in order to get the referrals. If you make the client happy, they will have friends that they will want you to make happy too.