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September 25, 2013 at 08:46 AM
In a world of PR firms, marketing plans, business models, know-it-all FMO marketers and annuity sales experts, you can actually save a lot of money and time by just asking one question: “Would you do business with you?”
This seems like a no-bainer of a question, but it does require you to actually reflect about how you might be truly perceived by your customers, and how that translates to your success. This is a tough question to truthfully answer, and it’s the same type of face-the-facts realization that happens when you come to terms with whether you are healthy or overweight. It’s never easy to be honest with yourself, especially when it comes to sales, and what you perceive as your sales success. That could be the understatement of the century.
I am always asking myself this “would you do business with you?” question so I can be constantly evaluating what it means to interact with me from an annuity buying standpoint. It’s humbling to say the least, and something that I know that I can always improve upon. So let’s take an honest look at whether you would really do business with yourself.
First impressions matter
We all know that people make a snap judgment of who you are and what you potentially stand for within the first 10 seconds of meeting you. That alone should make us all take a second glance in the mirror before going to that next appointment. However, in this new electronic age, that same first impression definitely extends to your website and any social media that has your name and face on it. In fact, your electronic image might be as important from a first impression standpoint because most potential clients probably check out your digital image before they meet with you face to face.
No urgency needed
I recently bought some used office furniture from one of those companies that buys out businesses in distress or have shut the doors. The nice lady who showed me all of choices available was so darn good that the selling process was unbelievably enjoyable. She asked questions and actually listened to my answers. Novel, huh! She didn’t use some made-up line urging me to buy because some unknown person was also considering the same item I was looking at. She gave me all of the facts, both good and bad, and then left me alone (actually exited the room) to make my decision and discuss with my office manager. It was a phenomenal sales experience. She was a true pro, and would be successful regardless of whatever product she chose to sell. Her next career should be an annuity agent sales trainer!
Personality magnet
I hate it when someone asks me what is my “closing ratio” for people that inquire about buying an annuity through my company. That could be the dumbest, most cliché question of all time. If you disagree with that, then you need to throw away your circus mirror and stop calling yourself a sales expert. For the record, we don’t track meaningless stats. The only thing we keep up with is client satisfaction, and the never ending relentless pursuit of perfecting the annuity information delivery process.
