Mark Twain once said, “I’m opposed to millionaires, but it would be dangerous to offer me the position.” In other words, if the offer was right, he just might take it. The same is true of your prospects. So, so often, they’re intrigued by your offering, yet they never take the next step. Why? The “offering” may be intriguing but the “offer” isn’t compelling – or worse yet, it doesn’t exist. There’s no good reason to do anything more than continue thinking.
Think about your own experiences … like the last time you shopped for shoes. If the shoes look great and feel great, but the price is $200, you might decide to think on it. If the same shoes are on a two-day sale for 40% off, you’ll probably buy. There’s a very compelling reason to buy now.
So an insurance marketer, what’s your 40% off sale? You probably can’t discount the price, so what can you do to create urgency and desire? How can you motivate response without violating rebating laws?