Have a genuine person-to-person talk. It’s important you remain professional, but it’s fine to have a talk with the customer about something you both enjoy—maybe sports or a shared interest in cars. It will loosen the customer up and make things smoother.
Make sure they understand the basics. The customer is calling you for a quote. For effective insurance marketing, before you can provide the quote, you should make sure they understand what factors affected the price and how the policy works—generally what it covers and what it doesn’t. That way the customer better understands what they’re paying for and will be more inclined to close the sale.
If you call a customer to find he or she doesn’t pick up, don’t get intimidated by the sound of the tone on his or her voicemail. Leave a message! It’s a good way to let the customer know that you made an effort to make contact fast.
When you leave a voicemail message, be sure to:
Include your info. Leave a message that includes your name, agency, the reason for your call and your phone number. Ideally, give your phone number right away so that, if for some reason the customer doesn’t get to the end of your message, he or she will have heard it.
Use your hook. Give them a reason to return your call. Customers are more likely to call back if you say you can help them use insurance to protect their financial security and livelihoods, rather than just, “I sell insurance, please call me back.”
More about effective sales phone calls as part of insurance marketing:
8 New Strategies for leaving a voicemail
One Comment
Good tips! I think these kinds of tips are included in the training programme for all the insurance agents when they just start their career!