How to be a People Magnet (for Insurance Sale People)
First published on 10th Financial Service Managers Association Meeting - Magazine 2007
When it comes to sales, what happens when the product you sell has no differentiation from the product of your competitors? Say you are a reseller of a particular brand of photocopier and your competitor sells the exact same brand of photocopier?
Simply by going through all the product features and technical specifications is not enough to seal the deal. This is because the customer can simply tell you, "Hey, the other guy is selling me the same model at the same price."
At this point, most sales people resort to giving discounts and added perks. However, this strategy only goes so far and it really blemishes the company's bottom line.
Even more challenging for people in the Financial Planning Business, giving a discount is not an acceptable practice. Furthermore, a client can only appreciate one calendar and a few pens as gifts from you each year. Since there is no price differential and little product differentiation in the Financial Business, other forms of uniqueness needs to evolve.
Agents who equip themselves with vast product knowledge and coupled with years of experience are ready to conquer the lucrative market. I will describe such agents as professionally ready. But then I ask again, "What is so unique about you?" Most agents I have met has the basic people skill of being well mannered, attentive and presentable. But since most agents are such, how are you different from them?
You are probably already unique in many ways. If you are married, your spouse choose you out of the thousands of potential candidates to share life and grow old together. What was that unique character of yours that made you so loved? Could it be that you were funny or confident or simply paid a good amount of attention to your spouse that made your spouse fall in love with you?
Acentuate these qualities and apply them appropriately to your business relationships. If your prospect fall in love you (not in a sexual or gay manner of course) your chances of being successful in that sales is greatly increased.
If you have not discovered your uniqueness, I have over 50 great tips on "How to be a People Magnet!" Here are a few to help you get on.?
Be the bearer of good news.
Many people thrive by making others miserable. They love to break bad news to others. They love to tell you when the war has broken up in a certain country. They would love to tell you when there is an increase in taxes or that the transport fare is going up. They would only be too eager to tell you that a bomb has gone off and innocent lives were lost.
Although it is not wrong to break news to people, but if you were the one that is constantly breaking bad news to people, soon you will be known as the bearer of bad news. In the medieval era, the messenger is only too afraid to bring bad news to the King. For if the King is unhappy with the news, the messenger could be executed. The messenger prefers to bring good news to the King. For when the King is pleased, the messenger could be rewarded.
In the same way, we are rewarded or punished in terms of the reputation we possess and attitude others have built up towards us. If we constantly bring good news to the people around us, people will look forward to meeting us each day. Everybody loves good news. Once they associate you as the one that brings good news, they will receive you with enthusiasm.
Make your first encounter a lasting first impression
In many social encounters, most people forget your name moments after you introduce yourselves to them, this shows that you have not left behind an impression strong enough on them. If they do not remember you after the first encounter, you can expect no opportunities coming from these contacts.
If you simply introduce yourself as "Hi, I am John", your acquaintance do not have a strong enough anchoring point remembering you. It is better to introduce yourself as "Hi, I am John Setoh". A somewhat unique family name helps people associate your name with simple visualization. They might visualize you looking at your toes. Never mind that, as long as they remember you.
If you have a more common family name, say your name is John Tan,describe your occupation a little, say "I am John Tan the Zoologist." Immediately they will remember you as the person dealing with animals. This creates interest for people to ask about your occupation.?
Should you be afraid to say "Hi, I am John Tan the Financial Planner" because you think your prospect might just scum away in a flash, then rather describe more of your passion and interest as in "Hi, I am John Tan, I am known by my friends as the marine fish guy because of my keen interest in marine fish." This will create a huge opening to talk about your hobby with people. Later when they enquire what you do for a living, you can then tell them that you happen to be in the Financial Planning Business. This will create a softer approach towards your prospect. You will not be seen as looking at every prospect as your next lunchbox.
Make simple moments into magical moments
Every encounter with friends or strangers can be one that is special and memorable. Be engaged with every moment of conversation, smile from your heart, talk with your eyes, create interesting topics for conversation. Feel for the people you talk to, share their joy and share their pain. Be a good listener. Create a powerful presence. Be a people Magnet!!!
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