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Bill Bateman
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Bill Bateman   My Press Releases

Scratching the right spot

Published on 8/4/2016
For additional information  Click Here

In marketing I’m convinced that the 5 areas to pay attention to are....

  1. The number of people you “touch”
  2. The number of times you “touch” them
  3. The quality of your “touch”
  4. The “spot” you “touch”
  5. The timing of your “touch”

 

#4 - the “spot” you touch deals with figuring out what the main interest of your prospect is that you can address…

 

Here’s a real example from today...

 

I was hosting an insurance agent meeting this morning & we were recruiting insurance agents for 4 different companies...

 

Company #1 - sells Medicare Supplemental Health Insurance

Company #2 - sells “Final Expense” life insurance

Company #3 - sells disability and Critical illness insurance

Company #4 - sells short-term medical insurance

 

In the small audience at my breakfast meeting were 6 insurance agents.

 

Each had a little different background, age and experience and target market. They sold “different stuff” to different “audiences”…

 

I paid attention to the 6 agents reactions as I and 3 insurance company representatives gave the “pitch” for the 4 companies products.

 

Nobody was interested in everything we were “pitching” today. A couple were interested in more than 1 thing, all of them were interested in representing some one of the 4 companies.

 

That’s a good day for me as a “middleman” for these insurance companies.

 

Of course, there is no guarantee that any of the agents will sell any of the products offered by any of the companies but the point is the “spot” I touched with each insurance agent was a little different.

 

One could see selling disability income protection to her clients. Another was interested in helping senior citizens get a low-cost Medicare supplement. Still another just wanted to have the lowest cost life insurance product that she could sell to her customers.

 

Pay attention to “scratching the right spot”. Everybody has a little different “itch”.

 

Bill Bateman (like Batman with an “E” in the middle I tell folks)


PS - if one of your “itches” is how to track those links you are promoting try LeadsLeap - it’s what I use online to keep track on every click on every link

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