How to Generate an Abundance of Motivated Buyers

Published November 17, 2011

This blog post discusses getting sufficient sales opportunities–getting a lot more prospective buyers to speak with. This is our focus at Broker-ville. Even though I use the instance of an annuity agent who desires annuity leads generated below, the same principals apply to any sales pro such as a real estate agent, mortgage broker, lawyer, accountant, engineer, financial advisor, and so forth.

For most sales reps, the remedy to much more prospective buyers is a single word: MORE.In the event you use direct mail to get replies of interested prospective customers, then instead of sending 500, send five thousand.

I’ve heard all forms of foolish responses to this recommendation to acquire more prospects. Here are two of the most foolish:

1. But I don’t have sufficient time to pursue all of these responses! Well then, mail only as many as fits in the time you might have or employ an individual that will help you and leverage their time to make a lot more money. Should you make 0 an hour and can hire someone to process the prospects for hourly, do the math!

2. But I do not have the money to mail 5000 mailers. Well then borrow it! That’s what Intel and IBM and ATT do. They borrow funds from folks to construct plants, hire individuals, etc. In case you have a winning formula (i.e. you generate income from 500 direct mailers), then it wont matter should you borrow funds on your credit card at 21% since you will speedily repay it from profit.

In other words, cease being a wimp and think BIG.If you want to have more prospective customers, to produce much more income, then after you have a advertising and marketing strategy that works, just expand it. Put your hand into your pants pocket, take out some cash and INVEST in your enterprise.

A far more advanced problem is if you just can’t boost your advertising and marketing due to the fact your cost per potential customer will rise. Here’s an example. In case you advertise on Google using pay per click advertising (Google Adwords), you may get only so many responses from an advertisement (keyphrase) for ” INSURANCE LEADS in Dallas” assuming your budget is $4 per lead. But in the event you want to triple your replies, you could possibly need to bid much more per prospect. You could need to shell out an average of $7 per response to acquire more prospects because you might be in bidding competitors with other advertisers for the same or similar keyword.

If your advertising model won’t allow for a higher cost per potential client, then you need other marketing methods.You have to uncover other solutions to produce many more prospective buyers at the $4 per prospect or change your revenue model (e.g. charge your prospective buyers more) to accommodate the $7 per lead price.

For instance, if we use the above situation, when the click cost moves out of reach on Google Adwords, then open the Bing and Yahoo pay-per-click profiles. Or join an affiliate system like Commission Junction where your costs will probably be affordable for running your advertisements on others’ websites. So either do more of what you happen to be currently doing that works or attempt the other options to develop the amount of sales opportunities. The reason most businesses got mashed by the recession is the fact that they didn’t make any adjustments and kept undertaking the same marketing activities when the rules of the game had shifted. The identical thing occurred to the dinosaurs when the world’s temperature changed – they neglected toadapt.