Home > Approach > Which to you is more powerful an introduction?

Which to you is more powerful an introduction?

I was asked to present my approach to workers/employers today for a luncheon. We use two basically, and I thought I'd run them by you all here to get your HONEST feedback.... I mean if it sucks.... "Thomas... that sucks...." I don't mind the "Thomas that really sucks, but here try this for this reason..." either... thmbp2;

If it's good, would you please tell me why IN PLAIN ENGLISH why it's good. I say this humbly, because some of the language here is ABOVE ME and I've not had the benefit of that study.

But here we go... meeting with usually a group of individuals but could be one on one...

"Mybesthopetobecustomerfriend(s) What is your most important asset? (Write down on a whiteboard answers... Family (big), home, car, cellphone....??, sometimes we get health.) Circle the most common and say... Ok.. This is the most typical for our group.. Let me take this one step further...

If you had a piece of equipment that by its use made you (approximate their annual income...) $30,000 a year, would you insure this for Mechanical Breakdown? Answer usually, except sometimes when presenting a bunch of mechanics, is yes. Aren't you just like that machine?

AFLAC/ASSURITY/TRANSAMERICA (our three worksite companies) is just like that. Instead of being mechanical breakdown coverage for your equipment, we're like mechanical breakdown coverage for you... Does that make sense? We have coverage pieces that insure anything from Accident to Vision... and on and on etc....

Version two. Same intro with the asset question.... In place of the tractor (my equipment illustration) I write the word INCOME on the board.

Who is it that provides the income for you and your family? (Answers could be me, me and the wife, to everybody works). What would worry you the most about losing your income? Write down the answers (lose my house, no more rent, lose my car... ).

If you get hurt on the job, you lose over 30% of your income, and if you get sick or hurt off the job, you'll lose more than half. Where will that money come from? (write down the answers and you can't believe some of them... :) ) Well that's why we're here... AFLAC/ASSURITY/TRANSAMERICA has financial options for you explore that might keep you in your house and help preserve your credit.

These are the two approaches we use right now.. please pick them apart for us.

Thank you...

Much Aloha... Tom :cool: shds; - by rattus58
"Mybesthopetobecustomerfriend(s) What is your most important asset? (Write down on a whiteboard answers... Family (big), home, car, cellphone....??, sometimes we get health.) Circle the most common and say... Ok.. This is the most typical for our group.. Let me take this one step further...

If you had a piece of equipment that by its use made you (approximate their annual income...) $30,000 a year, would you insure this for Mechanical Breakdown? Answer usually, except sometimes when presenting a bunch of mechanics, is yes. Aren't you just like that machine?

AFLAC/ASSURITY/TRANSAMERICA (our three worksite companies) is just like that. Instead of being mechanical breakdown coverage for your equipment, we're like mechanical breakdown coverage for you... Does that make sense? We have coverage pieces that insure anything from Accident to Vision... and on and on etc....

Version two. Same intro with the asset question.... In place of the tractor (my equipment illustration) I write the word INCOME on the board.

Who is it that provides the income for you and your family? (Answers could be me, me and the wife, to everybody works). What would worry you the most about losing your income? Write down the answers (lose my house, no more rent, lose my car... ).

If you get hurt on the job, you lose over 30% of your income, and if you get sick or hurt off the job, you'll lose more than half. Where will that money come from? (write down the answers and you can't believe some of them... :) ) Well that's why we're here... AFLAC/ASSURITY/TRANSAMERICA has financial options for you explore that might keep you in your house and help preserve your credit.

These are the two approaches we use right now.. please pick them apart for us.

Thank you...

Much Aloha... Tom :cool: shds;
Tom, that is a very interesting question. I'll give you my answer (opinion), but first let me give you the basis for my opinion.

First, many here have heard the term Unique Selling Proposition, often called USP. It refers to an Indentifiable Difference in your product or service. In theory, we are supposed to have something that makes us pleasingly different.

Some salespeople take it a step further. They use an Emotional Selling Proposition, or ESP. The idea of course is to have a benefit to offer that appeals to a strong emotion. Love of family would be an example, and it could certainly be found in your second presentation above.

But there is still one more proposition that is rarely discussed, and yet it decides many sales. It is the Obvious Selling Proposition, or OSP.

I believe your first presentation triggers the OSP. The analogy of the piece of equipment drives home the point that you must protect what you value, and if you can protect a piece of machinery, it's obvious that you should protect your family. - by Ace Coldiron
Tom, that is a very interesting question. I'll give you my answer (opinion), but first let me give you the basis for my opinion.

First, many here have heard the term Unique Selling Proposition, often called USP. It refers to an Indentifiable Difference in your product or service. In theory, we are supposed to have something that makes us pleasingly different.

Some salespeople take it a step further. They use an Emotional Selling Proposition, or ESP. The idea of course is to have a benefit to offer that appeals to a strong emotion. Love of family would be an example, and it could certainly be found in your second presentation above.

But there is still one more proposition that is rarely discussed, and yet it decides many sales. It is the Obvious Selling Proposition, or OSP.

I believe your first presentation triggers the OSP. The analogy of the piece of equipment drives home the point that you must protect what you value, and if you can protect a piece of machinery, it's obvious that you should protect your family.
Thanks Ace... this is the first time I've heard the terms Unique Selling Proposition, Emotional Selling Proposition, and or Obvious Selling Proposition and the description of each. What's even more remarkable is that you made this very clear to me... Thank you. You have NO IDEA how important simple is to me.

Much Aloha,