“Summertime, and the living is easy…”
So sings jazz legend Billie Holiday, and as we enter into the dog days of August it can be tempting to sit back and take a breather from the demands of sales and prospecting. However, despite the inviting portrait of summer ease painted by Ms. Holiday, August is, in fact, an excellent time to put in some extra effort to smooth the transition into the autumn sales season. Here are some simple areas to focus on in order to hit the ground running for September.
- Work your referrals: if you find yourself with extra time on your hands this month, use it to build up a pipeline of new prospects through the referrals of satisfied clients. Referred leads mean that half of your work as a salesperson is already done, as a word-of-mouth endorsement is a great way to walk into a sale with an already established level of trust and rapport. Try offering incentives to clients who provide you with promising prospects, and see how many new leads you can pick up this month.
- Get out there: August is also a great time to boost your networking through summer get-togethers and industry events. Find out what is going on in your community, and try to say “yes” as often as possible so that you can meet new people and reconnect with the old. With health insurance, client needs can change rapidly, and by keeping up with your various social circles you can be in the right place at the right time with your business card in hand.
- Update: Now is also a great time to go through your current client list and touch base to see if everyone is happy with their current plan. Phone your clients and make sure you have the most recent contact information on them, and at the same time inquire as to whether they are still satisfied with their current coverage. If so, they will be happy to know that you cared enough to check, and if not, you will be able to provide them with information and a package that will better suit their current needs.
