Converting Sales Leads

Some annuity leads are very easy to convert, but for the most part, it is a difficult process. It doesn't matter where you get your leads, whether it be the internet, mailers, seminars, etc. These are some tips to help convert difficult leads.
1. The Initial Contact with the Prospect: If it is a lead that you generated yourself and didn't buy, then contacting the prospect is very simple. They contact YOU! It is important to simply offer them your pitch book in the first conversation and to not contact them until after you know they have received the book. This gives them some time to think about the information that you have provided them and it allows them to develop questions about the material. Make sure the book that you send is not a sales pitch. You want it to be full of information on the client's needs as opposed to the salesperson's needs. Do not show your sales agenda. Make sure you Have a biography within the book with a picture of you and your family.
Next you need to set up an appointment to meet with the prospect to convert them to a client. The reason you didn't call them before they received your book was to let them generate questions about how the annuity can benefit them. When they ask their question, the objective is not to sell the annuity, you are selling the appointment. Focus on giving them the answer but leaving out specific benefits. This will keep them curious and eager to meet with you.
Remember, a lead is not the beginning of a sale. A lead is the beginning of a relationship. If you treat each lead with this mind-set, you will be much more successful in converting leads.
2. Know Leads and Be an Expert: An annuity lead that is recruited by you is not a lead at all. A lead is a prospect who has showed interest and done something to learn more about annuities. The way to get people to indicate interest in an annuity is to be a professional. The best way to look professional in any field is to be an author. Do not call any prospect until the see your book, proving that you are an expert.
Don't call any prospect and tell them exactly what you offer. This will often scare prospects with numbers or eliminate the need for an appointment, and you WANT an appointment. When you call the prospect, show them that you are conscious of their specific needs and let them know that there have been people in the same situation that have been helped before.