If you ask a group of agents or planners what they believe their market wants, will charge their views with conviction. But if you ask them how they know, they are likely to say they have been in business for a number of years, and just want to know. The problem is that if these agents and designers really knew their market, they have their agencies filled to the brim with the prospect of waiting to meet demand.
Knowing your market is an essential ingredient for the success of any insurance agent or financial advisor. Know your market, you can create marketing messages and to close sales faster and easier than anyone else in your field. Because if you really know your market, you know how to create desire for your products and customer base of financial services to meet your needs and desires and adapt to a presentation and promotions.
So how do you find exactly what he wants and needs of the market? Here are some suggestions:
A cheap way to get this valuable information is simply to ask them. If the market is older, or if you want to target the elderly, by phone or e-mail your older customers. Explain that you are conducting an investigation and that you appreciate their help. Reward them for doing so.
If you do not have all the top clients, ask your current customers for referrals for the elderly. But do not ask for a referral, if your intention is to sell them something. Tell your customers that you are conducting a survey on the market of retirees and the elderly.
A second option is to send a questionnaire to a list of elderly people and reward in some sort of fill in the information. You can also put a poll in a newspaper or a newsletter that covers the elderly.
The information gleaned from these investigations will not only give valuable information about your market’s needs and desires, but you can also create a solid list of prospects.
A more expensive is to test the ads and find out what the best answer. For example you can test a range of products such as long-term care, but instead of marketing the product, provides free information on long-term care. Then try another ad that offers a product or service. Once you find them and get the best response and produce the best performance, you can focus your advertising on a large scale.
Identification of what the market requires research. Otherwise you’re just guessing, and guessing what your market wants to not only lose your time, but you lose a significant amount of advertising revenue.
