Identify Your Target Customers

We have our own unique sales propositions being differentiation techniques
that sets our company apart from the competition as detailed below:-
1) Develop an Identity
Our company’s vision is made clear to our targeted customers. We have our well
defined company’s vision, goals, market strategies and business plans. We also
define what our products or services are, enumerate our strengths, list areas that need
improvement and know our target market.
In this way we can market our offerings to our target customers. This is our way of
telling our customers what we do best for them.
We can only get positive reactions from our customers when we fully understand
what our company is about what we have to offer. Our aim is to capture our
prospects’ attention, which will ultimately result in them purchasing services from
us. Such sales mean that people have gotten hooked on us.
2) Pay Attention to what the Market Wants

We might be able to provide a service better than our competitors, but without an
attention-grabbing selling proposition, the market won’t even notice us.
Know what our target clients want and need, as opposed to what we can offer. We
collect feedback from returning customers for a clear view of what people want.
We need to concentrate on how we can solve our valued customers problems and
what methods we should use to do it the way they want to. We should be able to
meet, if not exceed, their expectations. Customers should be our top priority if we
want to beat the sales of companies who offer the same service.
3) Know what We Can Offer that Our Competitors Cannot
Product exclusivity is one of the things that attract a wave of clients. If our product
can beat the other products in the same aisle at the insurance products supermarket,
then expect our sales to be booming. Likewise, if we can provide reliable service and
a one-of-a-kind customer experience that makes our competitors unhappy, then
clients are sure to switch to our company.
This is our asset and we should use it to appeal to our target market. Emphasize why
us, rather than any other company in the same segment, are the best choice to solve
our customer’s problems.
Use distinctive words like:
 Biggest
 Best
 Fastest
 Only
Or offer them something they can’t refuse:
 Best quality customer service

 Timely service delivery
 Mutual cooperation and coordination
4) Craft a Compelling, Straightforward strategy
This should be our main purpose to get the attention of our target market. Although
these may state the company’s services and address customer issues, they do not
stand out from the crowd. Give details as to why we are the best and why customers
should avail service from us. Explain what our company can do for the customers.
5) Identify your target customers
Create a three-tier or dartboard approach to profiling sales prospects. The top tier or
bull's-eye of the dartboard represents the prime target customers. Spend the most
time with the tier in the bull's-eye and the least amount of time with the third tier.
The marketing strategy should focus on a message to address the needs of each
group.
6) Establish and understand your primary geographical market area
Identify our geographic area by zip code, county, neighborhood or other parameter
and understand the prospects who live in there. Then develop marketing campaigns to
promote relevant products or services offerings based on business opportunities and
market demand.
7) Develop a "drip" list
Create a list of our best prospects that we contact on a monthly (even weekly) basis
with key information. Keep our name out in front of your target audience.
8) Sponsor or organize high-profile events
Invite our first and second tier prospects to speaking engagements, which highlight
industry leaders. Often organizations sponsor quarterly or bi-annual speaking
engagements with industry leaders from our organization. By inviting our best
prospects, we can establish credibility and show them that we appreciate them.
9) Use newsletters
Newsletters create credibility and stimulate interest in our products/services.
10) Develop an integrated marketing strategy
Contact our prospects through a number of marketing channels including direct

marketing, Web site information, email, telemarketing and, of course, personal
meetings. For example, we can use direct mail to drive traffic online to our Web site
for product information, rate calculators and financial goals worksheets. Promote our
online resources with direct mail and in other print media.
11) Get published or speak
If there is a way to either author an article in a local publication or newspaper or

participate in a speaking engagement, we need to grab such opportunity. Nothing
creates credibility faster than getting published or speaking..
12) "Don't Miss the Boat" event
One of the most successful strategies that have seen for raising the awareness or
interest of referrals and bringing in a stream of new business is called the "Don't
Miss the Boat" event. This is a process that have never seen fail. it has consistently
produced referrals and results. This event is similar to a client appreciation event,
however the only people that are invited to this event are clients that have referred
others to your firm.
13) Referrals are priceless
By making our self known, either through local organizations or just by being an
active member of non life insurance sector, people tend to ask, "What is it that we
do?" From there we will receive not only clients, but an endless supply of referrals.
People want to do business with someone local.
14) Building a nest
It pays to know our territory, or more specifically the large-scale business houses in
our area. Very often these entities will have the plan and sometimes a traditional,
defined contribution benefit plan as well.
15) Our formula for business success:-
 We believe in our products strongly.

 We believe in our company.
 We believe in practicing integrity.
 There is no substitute for hard work.
 Practice persistence, not quit.
 Be possibility thinks, look at possibilities and potentials, be optimistic.
 Be knowledgeable about our products, service and industry.
 Become high energy person.
 Buildup self esteem and display self confidence.
 Develop pride in performance.
16) Steps in Sale Process:-
 Planning.
 Preparation.
 Approach – Telephone and Personal .
 Prospecting.
 Attention.
 Presentation.
 Fact-finding.
 Uncovering the need.
 Creating a want.
 Presenting a solution.
 Handling objections if any.
 Conducting the sale.
 Reinforcing the sale.
 Getting referrals.
 Relationship building to build loyalty.
1) Financial Modeling on Five Years Business Target.
2) SICL Unique Sales Propositions.
3) SICL Marketing Strategy.
4) HO Business performance-2020.
5) Product Brochures.
6) Organogram.
7) Reinsurance Arrangement.
Marketing Strategy of Sikder Insurance Company Limited
Pricing Strategy
Branch Network Referrals
Internet Marketing Strategy Targeted Cold Calls

of SICL
Publications Professional Team
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We have our own unique sales propositions being differentiation techniques

2) Pay Attention to what the Market Wants

3) Know what We Can Offer that Our Competitors Cannot

Or offer them something they can’t refuse:

 Best quality customer service

4) Craft a Compelling, Straightforward strategy

5) Identify your target customers

6) Establish and understand your primary geographical market area

7) Develop a "drip" list

8) Sponsor or organize high-profile events

Newsletters create credibility and stimulate interest in our products/services.

10) Develop an integrated marketing strategy

Contact our prospects through a number of marketing channels including direct

11) Get published or speak

If there is a way to either author an article in a local publication or newspaper or

12) "Don't Miss the Boat" event

13) Referrals are priceless

14) Building a nest

 We believe in our products strongly.

16) Steps in Sale Process:-

Branch Network Referrals

Internet Marketing Strategy Targeted Cold Calls

Publications Professional Team

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