What Is Sales Prospecting?
Sales prospecting is a technique employed by sales professionals to generate customer leads that fit their ideal profile in an effort to increase new business sales. The sales prospecting process and methods used for outreach and qualification may vary, but common techniques include mining your database, purchasing leads, social media outreach, networking with community partners, and more. Developing a standard campaign to educate your contacts on the solutions you offer will help you maintain consistency in your messaging. In order to grow your business, you should always be prospecting!
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Developing a Sales Prospecting Campaign
Create an elevator speech.
Everyone should have a plan for long-term care. Create a short speech about why planning for long-term care is important to you. After all, you’re selling a solution—not just a product. Whenever you are asked, “What do you do?” Have your speech ready.
There is gold in your database.
If you have a database or CRM, look within your own contacts to see if long-term care insurance would be a good fit for any current clients. Here are some search parameters to consider:
- Target ages 45-65
- Families with special needs children
- Families with 0-1 children
- Business owners
- Single or widowed individuals
- Clients on their 2nd (+) marriages
- Age gaps between spouses
- Female clients
Increase your social media presence.
Share articles and resources covering a range of topics with your followers on social media. Articles covering topics like caregiving, aging, and other similar ideas are abundant and relatable to many of your clients.
Host a town hall.
Whether virtually or in person, we recommend including community partners such as elder law attorneys, Medicare insurance professionals, funeral professionals, tax advisors, and/or financial planners. By partnering with other professionals, you’re not only offering a well-rounded source of information to consumers but also tapping into one another’s potential clients.
Expand your product line with different solutions.
If you are specializing in one product or one carrier, it’s time to expand your carriers and product lines. The Krause Agency offers a holistic approach to aging that includes Medicaid Compliant Annuities, long-term care insurance, short-term care insurance, Medicare products, and final expense products, among other ancillary products. The best part is many of these products can be paired together! We also work with a variety of different insurance carriers, allowing you to offer the best product option for each unique situation.
Think through your own plan for long-term care.
The best referral comes from someone who has done the planning and can attest to the process. If you haven’t considered a long-term care insurance plan for yourself and your family, now is a good time to start. If you do not qualify for LTCI, an alternative solution might be a short-term care policy.
Research the cost of care and care providers in your area.
Understanding the realities of long-term care, including the costs associated with it, will help you demonstrate the value of planning ahead. Additionally, developing relationships with home health care agencies, assisted living facilities, and skilled nursing homes in your area will broaden your resources and allow you to better educate your clients.
Use consumer-friendly marketing resources.
Most carriers offer marketing resources that can be used with your clients. These include trifold brochures, postcards, social media memes, prospecting letters, and more. At The Krause Agency, we also have consumer resources for many of our products. Make sure you’re taking advantage of all the marketing assets that are available to you.
Now’s a great time to spring into action and move closer to your goals!
Are you interested in adding new solutions to your business? Contact us today to discuss your options.
