You want to make sales, but you need to people to sell to first. You realize you need to connect with your prospects and let them know how you can help them.
You’ve tried cold calling, and that isn’t producing the results you desire. You want to try to do some marketing, but from what you’ve heard that takes a lot of money.
Marketing has never been a line item in your business ledger. Funds are tight, and you don’t know what to do. It sounds like doom and gloom.
Don’t despair. There’s always more than one way to skin a cat. There is much you can do if you’re patient, consistent and embrace creative ways to connect with others.
Increase Community Visibility. Your prospective customers spend time doing things in your community every day. The things they do are where you need to be visible. Change the old saying of “out of sight – out of mind” so you’re seen everywhere your customers hang out. Intentionally ensure your agency name is well known. The opportunities are endless for you to sponsor a 5K walk, a contest, or networking event. Offer to speak to local organizations like the Rotary or Kiwanis Clubs.
Be a Problem Solver. Regularly attend industry groups and meetings where you can talk to people, find out what their problems are, and offer ways to solve their challenges. Give away tips and resources—even if the insights have nothing to do with your business. By providing valuable information, you’re becoming memorable as a problem solver not a sales person to your prospective customers.
Write Industry-Specific Tips. Today’s newspapers and magazines are hungry for contributed content (articles you’ve already written.) Reach out to the editor of your local paper and offer to write a bi-weekly column that offers tips about all aspects of insurance. Draft a couple of sample columns you can share as ready-made content when you pitch the idea. If one editor doesn’t take it – keep reaching out until the right one bites. Use answerthepublic.com to find relevant content ideas.