One, don’t place limits on yourself in the insurance marketing conversation. Words like “only” and “just” restrict what you have done and what you plan to do. They belittle you and they belittle the product. If you speak without those words, your statements will be a lot stronger.
The exception, of course, is when you want to minimize something, like, say, the price of the policy you’re offering.
Second, try not to sound too obligated or burdened. Phrases like “I’ll have to” or “find the time” make it seem like your meeting with the client is something you’re not particularly interested in. It shows that you don’t really enjoy insurance marketing and would prefer to be doing something else.
Saying that you’ll be “glad” to do things for clients or that it would be “my pleasure” shows you’re ready to and willing to do the work. Try to use those instead.
And finally, always be sure to end on a good note. If the customer opts not to buy a policy that day, stay polite and try to close out the conversation on a positive. Maybe circle back around to your earlier small talk or wishing the customer good luck in whatever’s going on in his or her life.
Sounding irritated or hanging up on them is a guaranteed way to never hear from the customer again. You never know if they will tell friends that you were rude. Word-of-mouth spreads pretty fast, especially now with sites like Yelp and Facebook.
The key to a good reputation is simply being an agent people like. So be likeable! If you have a quality product to sell, there’s really not much more to it than that.
Remember: How you deal with customers in your office and over the phone is now a major component of how you market yourself. Every meeting is an insurance marketing opportunity.
Be your best!
More information:
4 More Tips For When a Customer Calls You
Deliver Value With Each Follow-Up
Insurance marketing: 7 steps to make your customers feel appreciated
