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The Sales and Marketing Relationship

Sales and marketing, two parts of business that are so different yet need to be connected to each other and some point or end. Sales people and marketing people are always in different worlds, it’s like the jocks and the nerds (I wont say which is which, that’s up to you). The school isn’t going to be complete without either one missing and your business won’t be either.

The job of the marketing people is seen as serious and analytical, they are the people always talking amongst each other, planning and playing with statistics and campaigns. Marketing is the path taken to get to the customers. There are many activities involved in marketing; cold canvassing, brand or corporate advertising, or more targeted types of marketing like direct response advertising and referrals. This is where the particular benefits of the product is explained to the customers. So all these different kinds of marketing are what get to the people, and these people are your leads. Leads are the connection between sales and marketing. Without leads, there is no connection, sales and marketing will never meet and business won’t work out.

The sales people now are always on the run, going here and there, on the phone with customers or meeting them somewhere, always trying to grab some big deal that’s going to bring the company to greater heights. What get’s them moving is the leads they acquire from marketing. Now this doesn’t mean sales is under marketing and is less important or is the department that needs a smaller budget. Marketing has no purpose with sales and sales can’t occur without marketing. Both need to work together in order to reach maximum advantage.

This all looks so simple, but the bumps occur at the same place where sales and marketing meet. Leads are not all the same, you have good and bad leads. Depending on the leads, sometimes the marketing or the sales approach needs to be different. That’s why sales and marketing departments or people always need to be in constant contact with each other. The more you understand the way the other team is working, the more you can use the knowledge to your advantage when getting to the lead.

Following up is an essential part of sales and marketing as well. It can be following up on a potential lead or following up on a previous customer, the communication should not stop after one transaction, it’s a continuous process that requires sales and marketing to always be working hand in hand. Here’s to your Success!

More Sales – Unmatchable Insurance Sales and Marketing Strategy Selling Tips & Ideas

Insurance professionals obtain insurance sales and marketing strategy selling tips and sales ideas to make more sales and more income. Key sales and marketing strategy tips are provided for you to use.

Selling Tips leading to more sales could be considered as a sales and marketing strategy ranging from deceitful to brilliant. Either way, the one characteristic they share is psychologically persuading insurance prospects to buy products. Here is a four pack of unmatchable selling tips and sales ideas, choose will ones you want to implement in your insurance selling.

Insurance sales and marketing strategy tips and ideas

GREED SELLING TIP: The majority of people believe that people of wealth got there because of a magical short cut. Vast knowledge and hard consistent work is why they are where they are today. Greed is an non-evil emotional stimulus that pushed them along. They possess a strong desire to become financially secure as quickly as possible. These insurance prospects are experts as spotting con salespeople and those trying to appeal to their emotional needs of fear, pride, or anything but greed to obtain financial security. There are at least 6 key emotions used in a sales presentation. You have to press the prospects RIGHT button, all others have little value. The GREED, accumulating wealth-selling tip will increase more sales with these style prospects.

AUTHORITY SELLING TIP: While watching television. You have certainly heard. “3 out of 4 doctors in the _____ study recommend using ______. This is what you need to research about the product you are selling, the better sounding the source, like an insurance study; the more credible you will sound. A prospective client tends to believe that if a study was done, then it must be true. This triggers the customer to also wanting to own this product. However, there is no need to make up a source or stretch the numbers. Using the authority selling tip you could even use you own study. “In the last _ years my clients have chosen the ___ product by a _____ margin”.

LIMITED CHANCE SELLING TIPS: Using direct mail, you want to receive the highest number of insurance leads possible. This can be maximized further using a selling trick like this. “The first 71 people responding will receive this offer.” People do not like to feel that they are being left out of an opportunity. This does not only work in acquiring direct mail leads. Applying it during a sales presentation will also work.. After all, there are only so many prospects that you or going to see and sell in the next month, right? So you say “I am only going to have ___ more people in the next 30 days able to get in on this offer, right now you are being given the opportunity to be one of them.

VERY BUSY SALES IDEA. Prospects are much more apt to purchase from a professional salesperson with a busy schedule. Whether you consider what I am going to present as an idea or as a Tip depends. If you think of yourself as a professional, it is a tip. Otherwise, you will think it is a sneaky trick. Think as you will, it rarely fails to help lead toward a sale. If you are ever going to become a sales professional now is the time to start! Professionals are busy selling, non-professional insurance salespeople are busy prospecting.

Here is the sales and marketing strategy: Find a large rubber band to wrap around a stack of 50 index cards or sales lead responses. Rough up the edges, so your pile looks well used. When you sit down at the table, before giving your presentation, you pick up the stack (with their name on the top) and gently plop them down. Then you commence by saying something like this. “I am glad I am getting this opportunity to show you how my product should benefit you.” “I have been very busy, and I still have to see quite a few interested people.” Your prospect automatically realizes that this is their only opportunity to get what you are offereing.. Watch how few times you now will get the “I want to think it over” or other stall objections. More sales.

ADDITIONAL BONUS SALES IDEA. An easy sales and marketing strategy to increase prospecting lead response and get more sales is to give away something for absolutely free. Not be able to appreciate receiving something for free, especially if your client thinks it is of value to him or her, is virtually impossible to ignorep It also transparently changes the physiological feelings of you client(s). You are given the hard to achieve marks of caring, generosity, professionalism, and trust all at once. What a giant positive leap in to your sales presentation!

Your give-a-way must be unconditional and be of value. Base your gift value on increasing your closing percentage and upping the amount per sale. At a bare minimum, it should be worth $10 to $20 per sales presentation. Your gift has to be one that it immediately redeemable and useful. Here are selling tips and sales ideas which work extremely well. A gift certificate to a local pizza store is closely followed by gift certificates to the nearby gas station, or fast food restaurants. A great add on to these is for agents owning their own website. You can give them the website and page url to a “thank you” download page. They can download recipes, cookbooks, or saving money Ebooks. Your onetime investment is about $50.00

Remember your clients are more apt to buy based on their impression of you, than on the product you offer. Make yourself standout from other salespeople.

In a Recession CEOs Turn to Sales and Marketing

During a recession most CEOs (chief executive officers) turn to their sales and marketing people to get revenues, profit and liquidity turned around. They do that because most CEOs continue to respect the corporate old wives tale that dictates “Even during a recession the last budget a CEO wants to cut is their sales and marketing budget.”

So, even in these very difficult economic times many CEOs are stretching to protect their sales and marketing people and to sustain their sales and marketing spending levels. Unfortunately, what their CFOs (Chief Financial Officers) are frequently forced to point out is that sustained sales and marketing spending has a direct (negative) correlation with deteriorating financial operating results.

The reason that CEOs are hesitant to cut sales and marketing investments is that sustaining those investments during 20th Century downturns was often the right thing to do. Back in the 20th Century sales and marketing people were often able to work harder, smarter and faster and (with sustained budgets) were able to get turnaround situations turned around. Put another way, sales and marketing folks were often heroic back in the 20th Century. But, that was then . . . and this is now. And here in the 21st Century something fundamental has changed.

Today, Internet wired and inspired customers want what they want . . . when, where, how and at the price that they want it. They know when they are being marketed to and sold to . . . and they do not like it. In fact, they often punish companies whose sales and marketing people push products or services at them by paying only the lowest possible prices and by deserting those companies (in a heartbeat) for an even marginally better competitor.

Because the age of pushing products and services at customers is over (again, thanks to the Internet), maintaining traditional sales and marketing tactics and spending levels, in the face of a recession, may be exactly the wrong thing to do. CFOs seem to instinctively know that. They also seem to instinctively know that stepping back from traditional sales and marketing approaches (which often facilitates substantial budget cuts) is a good idea. Do that allows CEOs to take a zero-based look at who their customers and should be and to determine what it will take to build loyal, sustaining and profitable bonds with them.

So CEOs, if your CFO thinks that you are nuts for sustaining traditional sales and marketing tactics and budgets, listen up! He or she is probably right.