So you are getting new insurance leads. It's exciting I know. The door is open, now all you need to do is make sure you get invited inside. Here are a few basic tips that can help you get that invite and make that sale.
Solid Groundwork makes for Solid Footing:
The Groundwork is your reputation, do not compromise on this. There is an old saying “your only as good as your word”. And nowhere does that phrase hold more water than in insurance sales. A strong foundation will include the following factors.
1: Create a bond with the future client that creates a strong sense of trust
2: Determine the future clients difficulties, hurdles and needs. Understand there morals and standards
3: Discuss what it is that your insurance can do for them and there needs both immediate and long term
4: Before a conversation ends, regardless of progress made towards a final sale, make sure you have really grabbed there attention
Concentrate on one client at a time:
Some insurance agents like to stick to a pretty standard routine of scripted pitches and closing procedures. This would be nice if every client where the same, but they are not. Instead of concentrating on an entire demographic, narrow your scope down to each individual future client. Do not overwhelm yourself, rather approach one prospect at a time.
1: It is important to stay calm. We know, everyone needs to make sales, and every sale counts. Being anxious will not help in this matter, in fact you future clients can sense it and it turns them off. If you are pron to a nervous disposition maybe adding some relaxation techniques is in order.
2: Develop a personal relationship. A little inside knowledge can go a long way. Learn something significant or special about a client. Letting them know your level of interest in them can go a long way, giving them a sense of ease and comfort.
3: Address your future client by there name: This is one of the easiest ways to start a relationship off on the right foot. Take it a step further by suggesting they may speak to you on a first name bases. If they choose to keep it formal, make sure and respect that.
4: There needs! There needs! There needs: Your future client wants to know that you know what they need. Make absolutely certain they know that you know where they are coming from by addressing all of there needs and leaving the door open for them to always feel free to express what there needs are.
5: Keep your ears open. If you listen closely and pay attention you can hear what you future client wants and needs. From there you can formulate further discussion around meeting there criteria.
Do a mini servery before closing:
If you think you on the right track with a future client then why not make sure you have all your bases covered. This not only ensures you didn't leave anything out it also gives you the opportunity to make any adjustments you may have otherwise missed.
Here are some suggested questions to ask in your mini survey:
1: What do you think about what we have talked about today?
2: Is it clear how we can assist you in achieving a more cost effective insurance policy?
3: Are there any questions or concerns I have not addressed?
4: Is there any more information I can give you that will help you gain a better understand of exactly how we can help?
5: Improvise any other questions or address any remaining concerns that may have come up during the entire conversation. Taking notes throughout the conversation is always a helpful way of making sure you are able to do this adequately.
Now how to close the sale:
By this point you should have established a solid groundwork, focusing only on the one future client at hand. You have even conducted a mini survey to ensure you have all your bases covered. In some cases you have done everything possible to foster a casual and trusting relationship with your future client, yet they are still weary of committing to your service. So how are you going to reel them in all the way once and for all?
1: Create a scene of urgency: This is most commonly done by placing a deadline on the proposal offered. Many seasoned insurance agents rely on this technique often. In one hand there is a chance you are placing too much pressure on them ultimately loosing the sale all together. On the other hand you will be determining if the client is serious or not, as to not wast too much time, and money on someone who really will not be buying at all.
2: Be well versed on the competitions products: Be ready with some quick comebacks and comparisons. Nothing is worse than staring to the barrel of a competitors counter offer with out an argument. The more you are ready to offset the competitions argument the better your chances for winning the client over.
3: Suggest the implications of not taking your offer: This technique must be approached gracefully, and when done properly it can be a very persuasive method. Suggest the potential consequences should something happen with out your insurance, or the hundreds of dollars lost because they did not take advantage of the offer place before them. Make sure not to intimidate them, and that they understand you just want to present the facts of the situation.
In conclusion, like any skill, it take practice to become an expert. These are a few simple steps towards helping you archive that goal. And even seasoned pros can use a few tips and reminders once in a while.