Why do so many meetings with prospects for property & casualty insurance products fizzle out and go nowhere? Is it just the way it is, so we should just accept it, and let the prospects go away without setting up arrangements that protect themselves against property risks related to accidents or natural disasters? Or, is it possible that our "this is what went wrong" explanations are merely excuses for failing to turn prospects into customers?

Getting prospects to buy you

As sure as Friday is pizza night, salespeople are drawn to prospects like kids to puddles of water. No argument. But what about the other way around? How much thought do salespeople give as to whether or not prospects are drawn to them? Is it possible that the drive to make the sale blinds them to the possibility that prospects may reject them? The key to getting prospects to buy what you're selling starts with getting them to buy you. It requires cracking the prospect code and above are nine ideas about how to go about it. Related:

• Converting lost prospects into revenue-generating leads
• The value of insurance prospects who don't close
• 8 questions to keep prospects engaged and talking

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John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of "Magnet Marketing," and publishes a free monthly eBulletin, "No Nonsense Marketing & Sales Ideas."