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According to Think With Google, 25% of Latin Americans search for the product or service they're interested in two to three months before purchasing it. This statistic demonstrates a significant opportunity for brokers and the importance of client prospecting: to attract clients, convert them into leads, and subsequently, into clients.
Let's talk about the types of prospects
Identifying the type of prospect allows you to apply more appropriate strategies for each one. Below are the types of prospects:
Current: People who pay for your service frequently.
Active ingredients Pay for your service, but not regularly.
Potentials: They are interested in your service.
Also, they can be classified by types of prospects according to personality.
Undecided: As his name suggests, he has a hard time making decisions. To capture his attention, it's important to be brief and concise.
Demanding: They seek perfection in service. To attract them, you must identify their most important needs and address them with service.
Suspicious: You have to show him rational and statistical arguments to gain his trust.
Negotiator: This is the person who wants to get the best price. They should be reminded of the benefits of the service so they can understand the true value of the product.
Influential: The kind of client everyone wants. They're always open to what's offered and recommend the service to others.
Now, let's generate leads!
1. Identify who you want to attract
Having a clear understanding of your target audience's characteristics is key. This allows you to differentiate a potential consumer. In this step, you should create a buyer persona. The information you can include is:
- Age.
- Civil status.
- Socioeconomic Level.
- Number of children.
- Interests.
- Needs.
- What do you work on?
2. Get your prospects' attention
To get their attention, you can use several strategies. One of them is neuromarketing. To learn more about this topic, we recommend:
Learn to use neuromarketing for successful sales
Ninety-five percent of sales are successful due to emotional reasons. For this reason, neuromarketing strategies will be an excellent tool to connect with customers. Provide a sensory experience. Sight, smell, and sound are all senses that can be captivated. Apply color psychology to use colors appropriate for the occasion. keep reading
3. Apply an Inbound Marketing strategy
The world has become more digital, so it's essential to adapt to this environment. This includes email marketing, blogs, CRM, chatbots, social media, and WhatsApp Business.
Apply these tips, which will allow you to: identify the customer to create a connection, apply neuromarketing strategies that combine both emotional and rational aspects, and use digital media to take advantage of immediacy.