If you’re not excited about your product, why should anyone else be?
Let the customer know upfront that you like the product you’re selling and can’t wait to tell him or her all about it. And don’t frame it as a sales pitch. Really tell the customer why you got into the insurance marketing business to sell the policies you’re selling.
If the customer can see you’re a believer in your product and what you can do for people, you can make him or her a believer, too.
To go into a little more detail, here are some things you can do through the process of your sales presentation to make things go smoother for both you and the client.
First off, don’t sell the product over the phone unless you have to. Wait for the in-person meeting if you can. Ask if your client would be interested in saving their household or business a lot of money, and let them know that you can tell them how in just 10 minutes. It’s hard to turn down saving money.
In the first moments of the conversation, the biggest hurdle to clear is the anxiety and nervousness your customer is likely feeling speaking to an insurance agent he or she has never met before.
Try to start with some small talk. Before you get into the details of the policy you’re selling or what the customer is looking for, ask what’s going on in his or her life. What else is on the client’s mind?
Getting it off of his or her chest is a good way to keep a worry from distracting the customer later on. Plus, you could offer up some advice from personal experience to ease the client’s mind and show you care about him or her as a person.
One way to cut out those anxieties is to ask for a decision, not a sale. Tell the client first thing that you’re not asking them to buy anything right away.
You just want him or her to let you know whether the policy you describe fits his or her needs and to keep an open mind. They’ll be receptive to what you offer and will know that money isn’t your only concern.
Then ask your client what he or she is looking for. What would you want an insurance policy to do for you? How much would you be willing to pay?
Set an achievable bar early on in your insurance marketing. Then, you can show the client just how your products go over the bar the client has set.
More information:
The Basics of Body Language and Why You Need To Know
