Daily sales & marketing tips for insurance professionals

Now that 2010 is in full swing, have you given any thought to your marketing plans? Or have you been putting that off, not sure where to go from here–or how to get started?

Along with a new year comes new opportunity: a chance to expand your business, increase your contacts, and set and reach new goals. And, like many other things we attempt at the start of a new year, successful marketing requires planning.

But how can you form a marketing strategy if you’re new to the industry, are filling a new position of leadership, or have little to no business experience?

Well, here’s a hint: Your marketing goals should be a supportive part of your overall business plan and goals for the year. For instance, if your business plan calls for growing your business by 20 percent by year’s end, your marketing plan should support that goal by outlining the steps you’ll take to get there–and possibly the tools that will help you achieve those goals.

As you reflect on everything your business experienced in 2009, consider these four goal-setting strategies that could help propel you to greater success in 2010. Then use them as stepping stones to help you move toward a more successful year than ever.

1. Start fresh. You can’t do anything about last year now; but you can learn from what happened and use those experiences in setting this year’s goals.
2. Know what you want to accomplish. How can you know if you’re achieving your goals if you’re not sure what they are? We recommend setting monthly, quarterly, semi-quarterly and yearly goals to keep you focused and on-task. Setting a course, then making changes along the way, ensures you accomplish what you need to accomplish.
3. Define your goals in quantifiable, measureable, specific and realistic terms. The more specific the goal, the easier it is to attain. Don’t set them so high that they’re out of reach; but keep yourself challenged.
4. List your goals in written form. Whether handwritten or stored on your computer, having them close at hand allows you to refer back to your goals as you move through the year–and check them off as you accomplish and complete them.

Your goals can be big or small, like earning a certain amount of profit by the end of the year or gaining five new clients each month. However you define them, use the new year to set and achieve reachable goals. There’s no better way to help grow your business now.

Are you a note taker? Could you keep Post-It Notes in business, with sticky notes stuck everywhere you go to remind you of important details and events?

Or would you, like me, be lost without your Outlook calendar?

Most of us have some sort of system to help us stay organized. And whether we use a pen and paper or our computer to keep track of things, whatever system we use needs to help us build value in our work and, above all, save time. 

If you have a time management strategy, how efficient is yours? And is it really working for you? If not, I have a suggestion that could help you get and stay organized, courtesy of Scott Simmonds of the Insurance Journal.

Today Scott offered some advice that really makes sense. In his article, Time Wise: The To Do List on Steroids, he suggests making four separate lists to help you stay focused, in both your business and personal life.

Before you panic and object because you can’t get through one list, relax! Scott broke it down like this, so you can work on one list at a time and actually accomplish something.

1. A Reminder List: A place to list everything you do every day and everything you need to do sometime soon. These are business and personal tasks. You either handle, postpone or delete each item as it ”pops up” in your to-do list.
2. A Do-Not-Do list: These are items that could steal your time and attention– if you let them.  They’re issues you shouldn’t get involved in because they no longer provide value, they’re a waste of your time, they don’t pay off, or you can delegate them to someone else.
3. A Mission Activities List: Urgent activities that require your attention and are important right now. A prioritization of your reminder list that helps you get the most important things done first, then move on to the others later.
4. A Success Activities List: These are important, long-term activities that aren’t time sensitive but make your life better in the long run.

If you have a hard time accomplishing anything, read Scott’s article and try his method of time management. Hopefully, it will increase the value of your work, make you more productive, save you time–and help you make more money.

If I asked what your customers think of you, what would you say? Do you let them know you’re happy to hear from them, they can reach you at any time, and you’re ready and willing to listen and help?

As we begin a new year, now is a great time to take stock of the impression you and your business make on customers – and what you can do to squelch bad habits that may be standing in your way of success.

In my book, sincerity is the number one attitude that leads to making a good impression – and I’ll bet, if you asked them, most of your customers would agree. After all, if what you say isn’t backed by a supportive tone of voice and positive, affirming action, people will stop listening altogether. And that can spell disaster for your business.

If you’d like to minimize negative impact, show more concern for your customers and business associates, and squash nasty habits that could be affecting sales, take stock of these do’s and don’ts – and start making changes now:

1. Never start a conversation, sales pitch, email or letter with “we.” Instead, every time you converse, focus on the customer and his or her needs.
2. Drop the jargon. No one likes feeling like they’re talking to someone who’s speaking another language.
3. Ask questions. This is the best way to discover your clients’ true needs.
4. Tell stories. They increase involvement and stimulate imaginations.
5. Share your expertise – but do it humbly! Your knowledge and experience are your best assets.
6. Don’t let what others do influence your marketing. You know what works for you; use it.
7. Acknowledge emails promptly. This is good etiquette and shows clients you’re available and listening.
8. Never use a testimonial unless it’s real. Anything less will reflect poorly on your business. Use testimonials willing to be contacted, and be ready and able to give out their information to anyone who asks for a reference.

Ready to improve your business image? Try tips like these this year – and please, let us know the results!

For More Information:

Creating the Right Impression: 22 Dos and Don’ts

Building Solid Client Relationships