Create A Buyer Persona & Spend Time With Prospects Who Can and Will Buy

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December 24th, 2014

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Sell More & Work Less - Insurance Agnency Leads
Sell More & Work Less

Insurance agents, brokers and producers should find it helpful to create a buyer (prospect) persona. This can be a one or two paragraph written description of your ideal buyers. For example: “Mike Jones is a CFO, COO or Risk Manager who works at a manufacturing company between $5 million and $50 million dollars. He’s held this position at least three years and seeks to improve efficiency and processes within his company. He does not make quick decisions, but is willing to try new things, especially with innovations providing a compelling ROI. He is in the mid-stage of his career, and has the credibility within his organization to drive a new initiative or convince others that his decision to allocate budget is sound. He can make the decision to purchase, but may seek to validate it with other team members. Once he decides, however, the sale is very likely to move forward.”  Creating an insurance buyer persona can help determine the prospect profile and likelihood of closing, resulting in a better pipeline and improved close ratio. It’s often said that sales is a numbers game, and this is one simple process to help improve the numbers. For more tips like this, read Sell More & Work Less. For help with insurance marketing and lead generation, call (518) 222-6392.

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