If you’re in annuity sales, you already know that you need to have annuity leads that will generate sales to stay in business. Some of these leads will come from traditional advertising, but if you rely on advertising alone to generate annuity leads for your business, you’ll miss some opportunities as different people pay attention to different sources of information. You want a multi-pronged approach to generate annuity leads.
The good news is that advertising isn’t the only way to generate leads – you just have to be willing to think outside the box to generate a full complement of annuity leads. The following are just a few innovative ways to generate annuity leads to get you started:
Networking is the new buzz-word in marketing, but many people don’t understand how easy it is. Networking is more than just joining the local chamber of commerce and attending their after-hours business events. Every organization, club, and group you are a member of gives you an opportunity to meet new people and share what you do for a living. You never know who is in the market for an annuity – some of your best clients could come from people you meet in your weekly pick-up basket ball game! Joining civic groups, sitting on the boards of nonprofits or even just talking to people while you workout at your gym or shop for your groceries is great ways to network. When asked what you do, don;t say "I sell annuities." State it in terms of their benefit, "I help people generate a retirement income they cannot outlive."
• Offer to speak at networking events
Don’t just join your local chamber of commerce or civic group – offer to speak at their networking events. The organizers of these events are always looking for people who are willing to get up and talk, and they can be a great way to get your name out to a targeted group of people. Try to tailor your presentation to the group you’re speaking to. If you’re speaking to a group of business people, talk about how guaranteed payments from an annuity can help protect them if they experience a slowdown or go out of business. Just be sure your content is informative, and not sales-oriented in nature – nothing will get you kicked out of these groups faster than if you get up and try to sell them something!
• Trade shows
You don’t have to buy an expensive booth to make trade shows work for you, although having a booth is well worth it (e.g. at an RV show or other event that attracts older investors). Go to a trade show and walk around. Present your information to those who have booths and to those who are just walking around the facility. Even small cities have a few trade shows each year, filled with hundreds of prospects you can target. If you do get a booth, make sure you use it properly. Have a neat, well-designed display and don’t ever leave your booth unattended – you may miss a hot prospect!
• Ask your satisfied clients for referrals
Word of mouth is a great way to generate annuity leads. After all, who better to advertise your business than a satisfied customer? Consider offering incentives like a $50 gift certificate for each referral that buys an annuity or donation to their favorite charity.
When looking for annuity leads, don’t be afraid to try new things. If you’re in sales or marketing, you always have to be on the outlook for new prospects to keep growing your business. Think outside of the box and keep your business cards on hand at all times – you never know when you’ll come across someone who’s the right prospect.