- Posted on August 10, 2017
- by John Scranton
Posted in: Insurance Agency Marketing, Insurance Agency Marketing Plan
Every great company has a key defining concept. Something that is woven into the fabric of people, products and culture. For example, 3M strives to use innovative technology and imagination to improve the daily lives of people (www.3m.com). This concept becomes obvious when reviewing their history and how the company operates each day. The immense challenge for businesses who want to achieve tremendous success like 3M, is to define that key concept – and then to make all decisions in alignment with that concept.
Successful sales cultures are often built the same way. A truly honest assessment of how your sales time is spent, and the associated results, can be a very enlightening exercise. Who is your best client or customer? How did you find them? How much of your time are you spending trying to repeat that same process? How much time are you wasting with less productive initiatives or people who are less likely to buy?
Here are a few steps to help you complete this exercise:
It sounds simple, but if it was easy everyone would already be doing it – maintain focus on your best prospects and best marketing channels. As your discipline to this concept increases, your results will improve dramatically.
Originally Posted on September 20, 2010 by John Scranton