Sales Coaching to Get Out of the Commodity Business

There's plenty of competition for the price shoppers. But price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But when you offer to quote someone insurance you're competing in the commodity market. Don't let price shoppers consume your valuable time instead send them to the internet or your competition, but don't let them bother you. When you compete in the commodity business you're doing both yourself and your prospect a disservice. In your experience when you quote a price aren't you making that quote based on the assumption that the customer knows exactly what they need and why? How often is that true?

Find a way to provide added value for your customers so they no longer view you as a commodity. Anyone can help your customers to get what they need through the products you provide, so you have to find a way to add more value to your service package so you stand out. And you want to significantly stand out so you appear completely unique. They'll recognize that the something more they get from working with you can't be gotten just anywhere else. And if your something more is something valuable to them they'll become loyal to you.

Start thinking beyond yourself and what you offer to what your clients need and how that extends beyond you. Who could you join forces with or how could you extend your services to meet those needs? Your something more will be unique to target market. Let's say your target market is young parents. It's no secret parents are very concerned about the needs of their children. You may already protecting their assets and helping them to fund their children's college educations. What if you partnered with a toy store so your clients got a discount, sponsored family centered events that were only available to your client families, and remembered each child's birthday with something that taught them a life skill?

Are you starting to see what could happen? There are far more reasons to do business with you than any of your competitors for this target market. When you partner with other businesses so they get exposure and help off-set any expenses you might incur you both get exposure to new prospects because it can work both directions. And you've significantly deepened your relationship.

In this example, you're not only deepening the relationship with the parents you're deepening the relationship with the children too. As those children grow up and have children of their own won't they want their children to have the value of having you as their insurance sales agent? So, you not only have a plan for smart marketing now, but you have a built in referral system.

As you can imagine as your customer's little kids get these neat things they're going to tell their friends. And their little friends are going to ask their parents why they can't have these things too. McDonald's has proven the power of this marketing strategy why couldn't it work for you too?

About the Author

About the author: Cheryl A. Clausen can help you get where you want to be. Enhance your Sales Techniques, get her free ecourse. Get more your sales today through Sales Coaching, look here. This and other unique content 'sales techniques' articles are available with free reprint rights.

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