Identifying potential prospects is the first step in closing the deal. As insurance sales professionals know well, not all of the potential prospects you speak to are ready to buy right now. There are many different strategies that insurance salespeople implement to nurture these “warm leads” until they are ready to make a purchasing decision. One of the most effective strategies is also the one that is most overlooked.
The good old-fashioned handwritten note is one of the strongest weapons in an insurance salesperson’s arsenal – especially in the corporate world. For less than a dollar, you set yourself apart from others who may be trying to woo the same potential prospect. Which is that HR decision-maker more likely to remember – the email that shows up in her already overcrowded in-box once every few weeks or the great handwritten follow-up card?
Why do so many insurance salespeople ignore this simple way to follow up with potential prospects? As boring as it may be, taking the time to hand write a note to a prospect is a simple way to get that “edge” that salespeople are striving to achieve. Those who take the time are usually perceived by the recipient to be creative, well-mannered and mindful: the way every salesperson longs to be perceived.
What do you put in your note? The options are endless. Send a copy of an article to someone about an interest of theirs and attach a personal note. Send something amusing that relates to their profession. Rather than sending an email to request a meeting, send the request in writing instead. Or, simply send a friendly follow-up to remind your potential prospects about the value you can offer.
After you receive a business intelligence report, do not let that opportunity slip by. Make yourself stand out from other insurance sales professionals by writing a handwritten note.