A Game of Numbers

This is the twelfth article in a series of Target Marketing ideas that I hope will help you to think differently and set yourself apart from your competition.   In this article I will deal with one of the most important parts of establishing a successful target marketing program; you’re marketing plan.

The insurance industry is nothing more than a game of numbers and being tenacious in your marketing plan.  If you were the greatest insurance sales person in the history of the business, with a 100% closing ratio, but only made one call a year, you would only make one sale a year.  The person with only a 5% closing ratio, but makes 100 calls a year will make more money than you.  

So, what is the answer?  Not easy but simple, you must create and execute a marketing plan.  The marketing plan must take into consideration the number of potential accounts you could write, how to contact them, how often to contact them and what story you are going to tell when you do contact them.  You will also need a follow up system because you cannot and will not write all of these accounts the first time you meet with them.

Over the years I have put together many marketing programs which included the development of brochures, marketing letters, newsletters, follow up and referral systems.  Every one of these is essential in creating a successful target marketing program.

Creating a marketing plan is part of my Target Marketing Seminar.  If you are interested in this seminar please give me a call at 714 813-3221.  Four hours could change your entire career.  (4 CE credits available in California)