Andy NearyI help insurance professionals turn brand awareness into business growth.

Here is what you need to do if you are desperate to sell something. #insuranceagent #sales

23 May 2023 · 1 min

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Short talk by Andy Neary advising salespeople (especially insurance agents) who are behind on goals to narrow their focus: choose a single, well-defined target market you enjoy and are strong in, then build your entire marketing and sales process and messaging around that ideal prospect (including firmographics, beliefs, and fit).

Chapters

The desperation starting to set in. Your validation dates coming up or your sales. You're already way behind your sales goal, and we're only in April. It is so easy to just try to go talk to everybody and everybody, anybody, spray and pray, as we call it. But I'm actually going to tell you to go the other way. Get really narrow, figure out what you love to do, what you're as good as anyone else in the market, and just focus on that. And then build your entire marketing and sales process around that one thing. And then sit down and ask yourself, who, who is the best prospect for this program, for this strategy, for this philosophy? How big are they? How many employees do they have? How do they think? What do they stand for? What do they believe? Why would they be a good, perfect fit for this? And then build your entire marketing strategy around that message.