Stop Selling Insurance!
If you're a salesman or an insurance agent, you need to stop selling insurance. I know it's a rough call, but consider this: nobody needs your help anymore. The days of the in-person sales call and the three-hour appointment are numbered. In today's world, the customer is more likely to find out about your product from an online search engine or through a friend than by hearing a knock on their door.
Further, people are more trusting than ever. If your company passes a few basic tests of trustworthiness, chances are your customers will trust you enough to buy something without even looking at your website or listening to a pitch. It's called word-of-mouth marketing. And, if you're selling insurance, this is bad news for you: people don't need any more reason to avoid insurance!
People are already confused about the causes and possible outcomes of different types of computer failures and data loss; they definitely don't need another source they can turn to for information from someone they know has a financial self-interest in them buying their product! Put simply: stop bothering your customers with unneeded sales calls and sales pitches.
In this new world of word-of-mouth marketing, the only thing that can help you stay in business is good customer service. To maintain the trust of your customers from the old days (when you needed to do a lot of sales and marketing to stay in business), make sure any customers who buy from you leave with something they didn't have before: a great experience. A great experience is not just a happy customer; it's someone who now feels more vulnerable to an IT disaster than they did before. It's difficult to measure, but when done correctly it has the same effect on your customers as a sales call would have had in years past.
You need to make sure the customer knows that they can call you with questions and that you'll be there when they need you. This means making sure their experience is as positive as possible. Of course, this is easier said than done; but don't let it stop you. If nothing else, take the time to do a little preparation, such as emailing your customers a short list of FAQs or instructions for accessing their support site.
This sounds like common sense. But, in our world of "stop selling insurance," so many companies are still trying to oversell their products that it's easy for customers to forget about the product and instead focus on the salesperson who's calling them.
If you can make sure your customers remember you by selling yourself, your service, and the customer experience instead of your product, you won't need to sell insurance anymore. Congratulations; you're just like every other customer service operation out there!
All in all, the best way to stay in business is to provide great customer service. If you're still selling insurance and that's not part of your company's mission statement, brevity is the soul of wit: why not replace it with a statement about the quality of your customer support or how much you value your customers? You'll save yourself a lot of time and money. [ARTICLE END]
The full version of "Stop Selling Insurance! is available here . It's not free, but the price is small when you consider how much time it will save you and how many sales calls you'll be able to cut out. Please do your future self a favor: take action. Buy this book today!
"Stop Selling Insurance!" was written by a complete stranger, a guy named Jeff Johnson who runs his own business selling insurance (or something like that). I thought it was very well written; but then again, I've never worked in IT support before, so my perspective could be skewed.
It's only $9.95 and there's a 30 day money-back guarantee; so if you don't like it just send him an email and he'll refund your money. I highly recommend that you check it out.
I know there are some of you who are writing in right now to tell me, "Oh, I don't do sales calls any more... I'm on the front lines...." Yeah, you sure are. How many sales calls or presentations do you do a month? How long does it take you to do one and how much time does it cost your company? Stop selling insurance!
A Powerful Quote from the Book Every business needs a mission statement, and every mission statement needs some sort of goal. Ours is to provide top-notch support for our products. Hopefully we're successful at this goal; if you ever have a customer service issue, please let us know so that we can improve! If there's something else that would be more helpful or accurate in this sentence, please let me know. I have a feeling that we're improving with every issue, but we can always improve more. Thanks! :) So, if you find yourself talking to someone who's been in your industry for a while, ask them this question: "When did you stop selling insurance?" I'd bet that they may not know what you mean when you first ask, but by the end of the conversation it'll be clear to them and they'll realize it is something that they need to do.
That's all for now.
Thanks for reading!
"The only thing necessary for evil to succeed is for good men to do nothing." -- Edmund Burke Reply Delete
I Got 99 Problems But Bringing Sales Calls To A Stop Ain't One http://www.searchenginepeople.com/blog/i-got-99-problems-but-bringing-sales-calls-to-a-stop%E2%80%A6isnt/?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed%3A+SearchEnginePeople+%28SEO+and+PPC+Management%29 Reply Delete
When I worked at a tech company my boss told me that the best way to not get calls from a company I was working for (or not have them call on my time) was to buy their product. I thought that was crazy. I love the book and pretty much agree with it. Reply Delete
Wow, first off this is a great book. I don't think you can really separate sales from customer service. Most people buy through a third party, a fact that most businesses are trying to change now by offering better services rather than products or services. Regardless, you have put together something that should be helpful to those in the business of putting out ads and trying to sell their product/service with little recourse if things go wrong for either party in the transaction process (buyer / seller).
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I would encourage every business to read this book and take action. It will impact the way they conduct business, but it will improve the experience of the people they do business with. Well done! Reply Delete
Your page has a weird layout. Shouldn't sections be in an order like: "Stop selling insurance!," "Do you want to be more productive?" "How can you get rid of your income taxes?" and "What do most people have in common?" Reply Delete
I just got a book from Amazon that is almost exactly like yours. I think it was called, "DO YOU REALLY WANT TO BE A TECHNICIAN? The Ultimate Guide to IT Skills.
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Stop Selling Insurance!