Skip to main content

THE MOVING PARADE

 


Have you being to the Calabar Carnival? Calabar Carnival festival in Nigeria is rumored to be the "Africa's Biggest Street Party", the  number one tourist destination for Nigerians and tourists all over the world. The Calabar Carnival invites people all over the world for the yearly events ranging from National visitors to International guests in attendance and representation. The party is unending and loaded with so much fun and activities. Beautiful ladies display their attires and beauty, and bikers display riding skills while going from streets to streets. That is a Moving Parade.

The Moving Parade is a powerful construct, and its understanding could be a game-changer for the sales and marketing staff of Nigerian insurance industry. The construct is based on three powerful premises:

1.    People are in different places of need, desire, recognition and capability.

You sell a Car Insurance or a simple life policy to a 30 years old man. The Moving Parade teaches you to understand that even though you sell to this customer on the basis of this particular need, his future needs will constantly change as he gets older or gets more income or get more risk exposures. He may get married, and have kids. He may be buying his first home on a mortgage. He may be securing a bank loan with a valuable asset, with its attendant fear of loss in the event of early death. The Moving Parade ask the seller to be there to sell educational insurance for his kids, upgrade his existing policies, and sell new policies to him from another benefit point of view. The Moving Parade asks that the seller stick to that customer for life

2.  Most people made their purchase decision at a lesser level of certainty, commitment or felt need.

Most people are afraid of buying products that they will regret later. An average buyer of life assurance will probably buy a smaller life insurance than they can afford to buy. Similarly, a man who bought a N3 million can wants to buy 3rd party insurance. Understanding the moving parade will allow you to empathize, and see things from their view. Allow them to get in at the level they choose, as long as they commit to get in at all. Instead of getting frustrated, the construct of Moving Parade ask that the seller should relate to the clients in such a way that they buy your person, trust your advice, and will willingly act on your recommendation to them to buy an upgrade of their existing policies, and to buy new ones as their needs and capabilities change.

3.     Competition/technology is always a moving parade.

The Moving Parade explains how the competition will not sit still, but will evolve deploy many tactical plans and strategies to take market share from you by winning your customers over. Technology is an enabler, and may form part of the arsenal of the competitor to try to take market share from you. Therefore, with this understanding, the Moving Parade urges you to close your flanks. The Customer is interested only in the solutions you bring, and not the strategies you deploy. All the customer cares about is how much more you can give them an advantage, benefit, greater result they can get from dealing with you, instead of dealing with somebody else.


Comments

Post a Comment

Reader's comments are welcome.

Popular posts from this blog

11 Productivity Hacks to Get On Top In 2019

Most people wish that they had more time in a day to get more things done. This is because the task of being a manager, supervisor or even graduate assistant can be pretty overwhelming – completing your projects and assignments on time, attending to subordinates professional needs, completing the boss delegated tasks on time, and having to create time for personal professional development and not the least spending quality time with family. For Managers and Supervisors to organize their lives and find those hidden moments, there is need to learn how to establish routines, set goals, create an efficient environment, and use time-honored planning and organizational tools to maximize their personal productivity. These skills will become increasingly demanded by employers in the workplace in 2019 to get more value from employees in view of the harsh economic climate. Another reason is the rise of automation, chatbots and artificial intelligence. This article will introduce reader
Post a Comment
Read more

11 Productivity Hacks to succeed more in 2019 (Part 2)

Productivity Hack FOUR: Tackling New Tasks and Projects When you are assigned a new task or project, it is important to create a plan at the beginning so you get off to a good start. We will now look at some of the tools and techniques for use in new tasks and projects. The Sliding Scale When planning and organizing, try to create the right size plan for the task. If your goal is to organize your inbox, for example, it is probably not necessary to spend several hours planning each action. On the other hand, if you are handed a complex project, you may need to spend several days or even weeks to gather information and to create a plan. Is your task a small task or a major project? For small tasks, basic tools such as a to-do list or calendar will probably be the best choice. For medium-sized tasks or projects, you might want to use:  RACI charts Visual timelines  Storyboards For large projects, you may want to consider the use of: Gantt charts Proje
Post a Comment
Read more

HOW TO LIVE GLORIOUSLY IN THE GOLDEN AGE IN NIGERIA

     Studies have shown that building and maintaining resources and capabilities to assure a comfortable worry-free retirement is a constant struggle for  most people. Retirement refers to withdrawal from one’s employment position or occupation or from active working life. Retirement refers to that part of one’s  life when he or she voluntarily, or involuntarily withdraw from actively working, or from any type of labour. If planned right, retirement period is expected to be the best part of one’s life – a time devoted to leisure, and to the good pleasures of life and family – the golden age.   There are many factors that determine when an individual can retire. These factors include age, state of health, and the level of resources needed to make life comfortable in retirement. In most nations of the world, the age of 60 and above is generally viewed as a good time to retire, but some may be forced to work for longer years because of an inability to possess the financial resources to
1 comment
Read more