What about the specific meeting you’re having right now? What can you do there to put you in the direction of achieving your goals?
A good way to get the customer involved in the process and to avoid surprises—which are the last thing a customer wants in a sales situation, unless the surprise is something like a much lower rate than he or she expected—is to set an agenda and present it to the customer at the beginning of the insurance marketing conversation.
That way, the customer knows what you’ll be talking about and in what order. The customer can let you know what you’ve left out or what topics on the agenda he or she doesn’t really need to discuss.
It helps save your time and the customer’s to set a game plan ahead of time. It also makes you look professional, organized and predictable—in a good way.
A customer likes to know what he or she can expect from an insurance agent. So get in the habit of using an agenda for the insurance marketing conversation.
Once the agenda is set, try asking the client to make a small decision—maybe what kind of folder he or she wants the paperwork put in or if they’d like to use a notepad—to start the decision-making process along.
Once the client makes a few minor decisions and he or she is used to making choices with you in the room, you can work up to larger decisions such as deductible amounts and ultimately buying the policy.
More information:
Insurance marketing: The benefits of in-person presentations
