Make Appointments to Suit the Potential Clients Schedule

This one tip can be overlooked more in the breach than the doing, and the thing is, it can cost you business. For example, you want to market group health insurance and you make an in-person call to a business to pitch the idea. The boss, although interested, does not have the time right then to sit down and talk. This is your cue to make an appointment for whenever they can make time for you, even if that happens to be on a Sunday or during a holiday.

If you make the effort to book appointments to suit the potential buyer’s timetable, this is one thing they remember when it comes time to choose a group health insurance plan. You went out of your way to help them and spent the time being straightforward and honest with them about the policy choices, how they worked and which ones may be of the most benefit to the employer’s bottom line.

By making a potential customer aware of the fact that you are willing to work with them when they have time, you have made an impression. With the right products, the right attitude, the right approach to selling, this next sale is “yours.”

Are You an Expert at Assessing Your Existing and Potential Customers?

By being an expert at assessing your existing and potential customers, we mean do you understand your audience? Do you know their desires, needs and wants? Do you know what is likely to motivate them to buy insurance? What solutions do you have to offer those who want insurance but are not sure it is right for them, right now?

Always ask yourself, who is your target audience? Are you aiming to market to seniors, college age students, those with new families or individual policies? Do you have a clear vision of whom you want to sell to and what products would suit the lifestyles they may live? Better yet, have you written down what you want to accomplish, who you want to market to and how you plan to do that?

The fundamental point here is that having a clear marketing plan and having a record of how you want to get where you want to go is part of understanding your audience. The last thing you want to do is try to sell the wrong kind of insurance because you were not clear about your client’s needs.

Do you work to set up a personal connection with your leads?

If the answer is yes, you are more than halfway to a wonderful career in sales. If you said no, do not worry, you can learn how to engage potential customers. Establishing a personal connection with your agency’s leads can be tricky, especially for new agents. Knowing how to talk to people in a conversational manner that does not come across scripted is a skill that needs practice.

It is important to note that working with leads will typically involve working with a script. This is especially useful for new agents. With time and experience, agents will often deviate from or abandon the script.

but it does not have to if you can think on your feet and talk easily with others about their wants, needs and desires when it comes to insurance. Many experienced agents, even though they have a script, know from the get-go that people are engaged right away when they are asked questions about what they want, about their jobs, lives and families. It’s connecting one-to-one on a human level.

It is best to be flexible when it comes to scripts because the last thing you need is to be in the middle of reading it and miss an important answer or piece of information.


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