My experience was totally into MARKETING which started with Promosales Banking product for a short period of time, a year and so... Then had a chance to get introduced with Concept Selling which is Promotion through an Insurance Company. The policies were so good that i personally would not refuse taking up one but it was pretty difficult to sell a single policy to a customer for a period of time. I was wondering why is it so difficult and why a person says "NO" to such benefits which were really good. Every individuals answers was "I have a policy and don't want anymore". Well it was direct selling which I was doing apart from the branding and advertisements done by my organization.
I fix up appointments with people, go to their place, understand their economical situation and suggest a plan which was again a "NO" from many and "MAY BE LATER"from few. Had discussions with my boss, took them for appointments to close the leads but there was only a slight change where from few it became many of theirs reply i.e., "MAY BE LATER". Had a brain storming session conducted by us, for us and finalized at the way of approach which is nothing but REFERRAL MARKETING.
Any insurance company Will ask one to start selling with friends, relatives and neighbours and then take reference from them. But, not many would had succeeded in this method where even i was one who wasn't. The reply from the known circle would be majority "NO" and sometimes they would hesitate to meet when they find out you are selling insurance policies and wanna sell one to them.
So where do we take reference?
One have to find a proper place and source to sell any product or concept. I found a bank branch where bankers started selling my products to their customers in a span of two months. (Here - started selling means they started telling their customers to take a policy which benefits them.) It was a powerful marketing where the conversion of leads started hitting the roof. Think what would had happened...
I was identified as Country's No.1 marketer by my organization and was holding it for three years. Once I was awarded as above said i was identifying my mistakes, where., i was not identifying those who wanna invest but was calculating the risks of one and explaining the benefits to those who were not ready to invest. Don't ask me if I have missed ethics to sell just for becoming No.1?? The answer is NO, as i sold it with all necessary risk coverages for them so they will be benefitted.
Identifying a proper client is a skill but many loses such clients from converting them to customers due to one of the reasons: Not a good time, No privacy, Wrong pitching to right person or Right pitching to wrong person which was a learning from the field. Since then I always ensure i am meeting the right person along with second right person when I sell a policy that too with enough time to hear my briefing without any disturbance which makes easier for them to concentrate, understand / analyze and to decide AND yes, for me to have a potential customer. So this was one which kept me Country's No.1 Marketer in my organization until I shifted to my passionated industry - HEALTHCARE.
Contd..2
I fix up appointments with people, go to their place, understand their economical situation and suggest a plan which was again a "NO" from many and "MAY BE LATER"from few. Had discussions with my boss, took them for appointments to close the leads but there was only a slight change where from few it became many of theirs reply i.e., "MAY BE LATER". Had a brain storming session conducted by us, for us and finalized at the way of approach which is nothing but REFERRAL MARKETING.
Any insurance company Will ask one to start selling with friends, relatives and neighbours and then take reference from them. But, not many would had succeeded in this method where even i was one who wasn't. The reply from the known circle would be majority "NO" and sometimes they would hesitate to meet when they find out you are selling insurance policies and wanna sell one to them.
So where do we take reference?
One have to find a proper place and source to sell any product or concept. I found a bank branch where bankers started selling my products to their customers in a span of two months. (Here - started selling means they started telling their customers to take a policy which benefits them.) It was a powerful marketing where the conversion of leads started hitting the roof. Think what would had happened...
I was identified as Country's No.1 marketer by my organization and was holding it for three years. Once I was awarded as above said i was identifying my mistakes, where., i was not identifying those who wanna invest but was calculating the risks of one and explaining the benefits to those who were not ready to invest. Don't ask me if I have missed ethics to sell just for becoming No.1?? The answer is NO, as i sold it with all necessary risk coverages for them so they will be benefitted.
Identifying a proper client is a skill but many loses such clients from converting them to customers due to one of the reasons: Not a good time, No privacy, Wrong pitching to right person or Right pitching to wrong person which was a learning from the field. Since then I always ensure i am meeting the right person along with second right person when I sell a policy that too with enough time to hear my briefing without any disturbance which makes easier for them to concentrate, understand / analyze and to decide AND yes, for me to have a potential customer. So this was one which kept me Country's No.1 Marketer in my organization until I shifted to my passionated industry - HEALTHCARE.
Contd..2
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