3 "Hidden In Plain Sight" Reasons Why Your Online Insurance Marketing Sucks By: Jason Hornung – President Jason Hornung Agency Inc. In this article, you are going to discover some things about insurance marketing on the internet that you won't hear anywhere else. And you'll see exactly why these things will prevent you from ever being successful marketing for insurance online. So buckle up tight and prepare for the ride partner This is going to radically change your business and your life forever! Reason #1 Your Online Insurance Marketing Sucks The biggest issue that insurance professionals miss the boat on when it comes to developing insurance marketing strategies, that actually work, is understanding your ideal prospect. 99.99% of all insurance professionals think that their ideal prospect is everybody. That's a cardinal sin in marketing. You can't possibly craft a marketing message that appeals to everyone. As the old saying goes, "what's good for the goose isn't always good for the gander". Here's what I mean: everyone buys a product for a different reason. Bob might buy life insurance because his parents did and that's what he thinks is the right thing to do. Jim might buy life insurance because he wants tax advantages. Now if you tried to craft a marketing message that used the appeal of "buy life insurance because it's the right thing to do", you'd attract Bob, but you would miss out on Jim. It's a person's personal experiences that shape the appeals you can use to market your product. That's why it absolutely crucial to clearly define who your target prospect is. Then you need to analyze your prospect's common personal experiences and beliefs to find out what the most wide ranging desperate problem is in their lives. That's how you can craft an appeal that will get the most amount of people to respond to your insurance marketing message. It will also attract in exactly the person you want because it's crafted to do that. You won't have to worry about getting "unqualified" leads because you've already pre-qualified them to a certain extent with your marketing message. To sum this up, your insurance marketing sucks because you don't really understand your prospect and speak to his desperate problem that you can solve in his life. ©2012 Jason Hornung Agency, Inc. – All Rights Reserved http://lifeinsurancemarketing.info Reason #2 Your Online Insurance Marketing Sucks Now this reason that your insurance marketing is not successful has to do with the fact that you don't do anything consistently. All marketing, especially insurance marketing on the internet, HAS to be done on a repetitive basis because people are very rarely ready to buy when you want them to. You have to stay in front of them so that you are there when they are ready to purchase and that takes numerous contacts. Here's what renowned sales trainer Jeff Garrison has to say about this: "You can count on it taking at least six contacts on average to get anywhere with a prospect. Here is the takeaway. 1) Don't give up on a prospect before six touches. 2) Start tracking to learn what is required for you to get your first appointment, a needs analysis conversation, a sale, or whatever you believe to be an important milestone in your sales process. 3) Build those "touches" into your lead nurturing/sales process. Make it as automatic and consistent as possible. 4) Experiment with the type and timing of your touches to see if you can shorten the process." Very few insurance professionals that I know ever make it to that 6th contact. In all of my experience, I've found that 80% of the sales are made after that point! So if you aren't consistently marketing and following up with people, you are leaving way too much on the table! It's no wonder that so many agents fail The 2nd piece of this pie is what Jeff talked about with automating these contacts with your prospect. You have to leverage the internet to put systems in place that do this stuff on autopilot for you. Because it's just not feasible to pick up the phone and continue to call a whole bunch of people. Plus you have to vary your types of contacts. Here's a resource that can help you do this: Click here Reason #3 Your Online Insurance Marketing Sucks This last reason you aren't being successful with insurance marketing on the internet is pretty straight forward. You don't know the three strategic pillars of internet marketing and how to apply them in your business. You can't just throw up a website and expect to start getting leads. I know that a bunch of so called experts say that you can do that online, but that's a bunch of crap. You have to carefully construct your website around the knowledge you have of your prospect. Building your offer, wording, images - everything around speaking to his desperate problem and how you can solve it for him. Along with loads of proof that you can back up your claims. ©2012 Jason Hornung Agency, Inc. – All Rights Reserved http://lifeinsurancemarketing.info This all contributes toward pillar #1 of online marketing, conversion or getting people to take the action that you want them to take on your website. Conversion doesn't happen by chance. It only happens from a deep understand of your prospect and a carefully constructed marketing message that hits a number of psychological buttons. Only after you have a properly constructed website can you begin pillar #2, which is driving targeted traffic to your site. Your site can have any conversions until it has people visiting it. And it won't have any people visiting it until you start doing things that get them there. Pillar #3 is optimization. That's the scientific process of analyzing the data on your website and applying tweaks to make everything work better. As you can see, nobody is talking about this stuff because it's difficult to understand on the surface and it's even more difficult to master and implement. Here's a place where you can get all of these things simplified for you: Click here ©2012 Jason Hornung Agency, Inc. – All Rights Reserved http://lifeinsurancemarketing.info . 3 "Hidden In Plain Sight" Reasons Why Your Online Insurance Marketing Sucks By: Jason Hornung – President Jason Hornung Agency Inc. In this. Agency, Inc. – All Rights Reserved http://lifeinsurancemarketing.info Reason #2 Your Online Insurance Marketing Sucks Now this reason that your insurance