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3 Old School Sales Tactics that Still Work

Now, I told you these are tried and true, and you don’t need to do anything special, but if you want to take this to the 21st century, you have to incorporate probably the fastest growing area where you can market and interact with your prospects, and that’s video. Let’s look at each of the three things we talked about, and I’m going to share a quick tip on what you can do to incorporate video to take your success to an entirely different level.

First, cold call marketing drops. Have it set up so that when you get back to the office, an email goes out with a thumbnail that, when they click, links to a video that you have created for that person thanking them for their time and letting them know you’ll be back in touch with them. It doesn’t have to be over the top. Please keep it simple. If you didn’t see the decision-maker, do the same thing. As long as you have the email address, send an email with the thumbnail that says, “Hey, sorry, I missed you today. But Sally at the front desk gave me your email address, and I want to let you know I’m going to be around in the next couple of weeks, and I’m going to reach out to you beforehand to set up a time for us to talk and meet in person.” Easy enough to do.

On the phones, once you book that appointment, have a video ready that goes out. Send that prospect a meeting request to lock it on their calendar, but in that meeting, request have a video. “Hey, I just wanted to tell you, thanks so much for agreeing to meet with me. Here are some of the things I plan on discussing when we meet. If there’s something you’d like for me to add to that list, feel free. If there’s something that you’d like me to take off of that list, I’m happy to delete that as well if you don’t find it to be valuable in our conversation.” But use the video to create that personal touch and human interaction, even though they’re not interacting with you yet.

And the third one’s a handwritten note. This one’s easy. Write the handwritten note, whether it be congratulations, whether it be thank you, whether it be just thinking about you, or maybe you saw an article about that prospect in the business journal, and you wanted to memorialize that with a handwritten note. Why not create a video message to go with that where you include the link to a video that you created just for that person to deliver that same message with maybe a little bit more flair, and they can see how you operate so that they can make that personal connection?

If you do those three things, you’re going to be great. But if you add a video to the mix and enhance that experience, you’re going to absolutely kill it in commercial insurance.


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