Andy Neary, founder of Complete Game Consulting, explains how insurance professionals can replace cold calling with a three-step approach: define your ideal clients, create educational content about problems you solve, and distribute it weekly across social media and email. This builds awareness so your outreach actually works.
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April 22nd.
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Is cold calling dead? In this video, I'm going to share three tips that are going to help you upgrade your prospecting game plan so you don't have to be so reliant on cold calls and emails anymore.
Hi, my name is Andy Neary, founder and CEO of Complete Game Consulting. We help insurance professionals turn brand awareness into business growth. And in this video I'm going to share three tips to help you up level your prospecting so you don't have to be so reliant on cold outreach. Let's face it, cold calls and emails. Emails are not effect as effective as they used to be. The math just proves it. It takes roughly 18 phone calls today to get one prospect to pick up the phone. Worse yet, if you wanted to get 10 prospects to pick up the phone, you have to make 180 phone calls. Now, if you're a speed dialer and you can call every minute on the minute and leave a voice message, we're still talking about 3 hours of calling time to get 10 prospects to pick up the phone. How about emails? They're not effective as they used to be either. It's been said that open rates are down as much as 40% in the last 10 to 15 years. So let's face it, cold outreach just isn't giving you the traction and the attention you want right now, which is why I know you're frustrated. So let me give you three tips that are gonna help you up level your prospecting. Tip number one, Be clear on who you're trying to attract in the first place. Stop trying to call any prospect. You have to get focused on who is the best fit for your business. I'd sit down today and I would look at my current list and ask myself this question. Who are my best clients today and why? What is it about their demographics, the size, the location, the revenue, the number of employees that makes them a good fit for me? Number two, what is it about their psychographic? Who are these people? Why are they such a good fit? Why do they let me do my best work? If you get clear on those two things, you're already going to upgrade your prospecting because you're more clear about who you're trying to attract in the first place. Tip number two, now you have to get their attention. How are you going to leverage content to get their attention? Now, when it comes to creating effective content, there's some tips I want to share that are going to help you be super effective, especially when it comes to educational content. Number one, ask yourself, what do we what do you want to be known for? You see, pumping out content through channels like social media, email, webinars isn't about spraying and praying and hoping something sticks. I want you to get laser focused on what your team does best. What content do you want to put out that's going to help you build thought leadership? Question two, what problems do you love to solve? Create content around the problems you love helping your clients solve because that is where you're going to have a higher level of confidence. And number three, what are your top prospects need to know in order to hire you? Use content to educate your top prospects, to give them the confidence to say yes to doing business with you. If you focus on these three questions, what do you want to be known for? What problems do you love to solve? And what are your top prospects need to know to hire you? Your content will be effective. Which leads to tip number three. Now you need to take this content and you need to distribute it amongst the marketing channels I just referenced earlier. You need to put this content in front of your prospects every week on social media, email, webinars. Heck, you may even start a podcast. The more you push this in front of your prospects, the more they will become aware of you and the more they will realize you can can help them solve their challenges. You're going to become the broker of choice. It is that simple. But it relies on you pumping out this content, putting it in front of them every single week. If you leverage these three tips, you get clear on who you're actually trying to attract. You create content around what you want to be known for, what you do best, what problems you love to solve, what your top prospects need to hear from you. And then you distribute those that content amongst the channels of webinars, social media, email, podcasts, whatever. You are going to build a ton of awareness with your prospects. And oh by the way, it actually makes your calls and emails more effective. Why? Because people know who you are. You see the days of picking up the phone and making a bunch of cold outreach to people who do not know you exist are over. It's harder, the sales cycle is longer and, and it is just a path to frustration. But if you leverage these three tips, you're gonna shorten the path by building awareness, by creating attention for you and your team so that prospects know who you are. So when you pick up the phone, you send them the email, the reply rates go up, the pickup rates go up and you're booking more appointments, you're generating more leads and you're winning more business. Now if you want a more in depth approach to how to do that, how to build a sales cycle that is unstoppable, I encourage you to attend our webinar on April 22nd where will be teaching you the four key pillars of the insurance sales cycle and how you can master the sales cycle so that you can generate more leads, generate more business and generate more revenue. Hope to see you there.
