You have a burning desire inside you that forces you to act. This desire is so strong you search for opportunities to fulfill it. It’s so strong you immediately act on opportunities to fulfill that desire even when you’ve never thought about that opportunity before. Wouldn’t you like to trigger that burning desire in your prospects? Wouldn’t you like your prospects eagerly taking actions and taking those actions now? Could you make that happen? Yes, you can. Humans have basic desires they’re driven to act on. Some marketers refer to these almost irresistible desires as your hot buttons. The key is recognizing those hot buttons and understanding that we aren’t all highly motivated by the same strong desires. That’s not a problem though. You simply focus on those hot buttons that your service fulfills. Here’s a list of hot buttons that drive people to take action: *Winning *Getting ahead *Comfort *Making things easy *Fitting in *Making friends *Good health *Financial independence *Love *Authority and power *Pride *Making money *Saving money *Saving time *Safety *Self-improvement *Admiration Evaluate how you present and talk about what you’re selling now. If you’re like most producers you talk about your product, your product’s features, and yourself. You strike out on all three counts because none of those things set-off a hot button. And because this is how you open the connection the other person immediately puts up a fence making it nearly impossible for you to get in. If you were in the ring fighting Mohammed Ali when he was in his prime you wouldn’t want to try and out dance him hoping to get in your knock-out blow before he had a chance to knock you out. No, you’d want to hit him with your best punch as soon as possible. You want to do the same with your prospects. Lead with the strongest hot button trigger associated with the outcome what you’re selling results in. That way you enter the conversation and hold that conversation without the prospect putting up that fence that keeps you out.
Frustrating isn't it?
Before you can talk to them about helping them you have to get their interest and attention. Therein lies the problem. Rarely does anyone want to talk about insurance or investments.
They do want to talk about the outcomes and results they want and how to get those outcomes. When you change the way you talk to talking about things they're interested in you notice an immediate spark of interest, and you grab their attention. Getting their interest and attention is just what you want.
Increasing sales isn't just important to you it's critical to some of your clients. If you're clients tend to be sales people or business owners increasing sales is definitely something that will grab their interest. What if you could do something to increase their sales?
In all likelihood you can if you just focus on it. Before you can help a potential client increase their sales you must understand what they are selling and who they sell it to. Isn't there an easy way to do that?
I've never met a sales person or business owner who wouldn't give you the time of day to share that information with you. It goes without saying you must be absolutely sincere in your interest to increase their sales. You'll be amazed how often you know someone the other person would like to know, or you know someone within an organization they'd like to access.
All you have to do is connect the dots.
Have you noticed when someone does something nice and selfless for you how you feel about that person? You feel good about them and you want to do something to return the favor. In your case that might come in the form of them asking you about what you do and how that might benefit them.
It also may result in them opening doors for you. In either case you enjoy a mutually respectful and mutually beneficial relationship. You both have an interest in maintaining and building that connection.
Is this the quickest easiest route to increased sales? No. It takes time and effort to make it work.
But it's a highly productive route. It's a route that positions you as a valuable person to know not a pesky sales person. It's a route that gets you connected not just through one-on-one connections, but one that can get you ?in? with an entire group of prospects.
You can definitely increase your sales and sell more insurance by helping people. It doesn't hurt to expand your perception of help to extend beyond products. It doesn't hurt to add increase sales opportunities into your marketing mix resulting in yet another source of highly qualified prospects.
Cheryl A. Clausen has sinced written about articles on various topics from Investing and Trading, SEO linking and Sales and Negotiation. Discover the “7 Steps to Turning Your Business into a Top Producer" increasing your . Cheryl A. Clausen's top article generates over 49500 views. to your Favourites.