Believe in Your Brand
Passion is contagious. If you love where you work, shout it to the rooftops. Let others know why your agency is the best. You’ll be much more likely to generate genuine enthusiasm, which could drive more customers to use your services.
Thank You Notes
Send a handwritten thank you card to prospects/clients. Start building a rapport. Always include a couple of your business cards for easy referral.
Checklists
Use coverage and exposure checklists to increase sales. By doing the job of a professional insurance agent, you will also create a great reputation for yourself.
Share Problems
Make the customer’s problem your problem. Put yourself in their shoes. Think: “If I were them, what questions would I ask?” This may help you to come up with a solution that will interest them.
Successful Omni-Channel Marketing
Customers should hear from you and be able to respond across many marketing channels including direct mail, telephone, email and social media. 80% of insurance and financial services companies polled by Target Marketing magazine said it was important their customers have a cohesive omni-channel experience. Responders said the key to improving omni-channel marketing is good customer data. Using clean, updated, targeted lists will contribute to your sales success.
The Perfect Sales Pitch 7
If you want to succeed in insurance sales, then stop selling products and instead help people. Help them find a solution to their problem. If the problem is “I can’t afford it.” Then help them find the money. First things first-the perfect sales pitch is less of a “pitch” and more of a two-way conversation in which you find out your potential buyer’s needs. When selling insurance these needs are unique to each individual. Plan your pitch with that in mind.
Secret to Closing
Telling is not selling. Never make a statement if you can phrase it in the form of a question. Questions need to be asked first, in order to understand your client’s needs or desires. Help the prospect identify and understand their problem and become emotionally involved. Now that they understand, together you can find the solutions.
Neighborhood Mapping
Door knocking is not what it used to be. However, it still works. Even in this digital age of technology, the act of getting face-to-face with a prospect and making a personal connection just works. Remember you are not trying to trick someone into buying you are trying to help people, you are an asset.
Referral Marketing
Of course you always start with family for referrals but then that is limited. Get to know your local Pharmacists, doctors even vitamin and nutrition stores come in contact with a lot of different people every day. Develop these relationships and refer people you know to them as well. It’s a win-win for both sides. Establish a program that rewards those who share referrals with you. As word spreads, you may see your own referrals increase.
The Perfect Sales Pitch 6
Make your good impression a lasting one. Leave your prospects with something to remember you by. An informational packet is a great resource to leave behind. Make sure your business card is included. If possible, have some testimonials from happy clients for proof of your service.
The Perfect Sales Pitch 4
Tell a story. Make your sales pitch relatable by integrating a real-life story about a client with similar needs/problems and what they did (how you helped them) overcome the problem. Close your pitch with a follow-up plan. Try and nail down a follow-up appointment.
The Perfect Sales Pitch 3
Offer a valuable promise (that you intend to deliver). Then demonstrate the value to them – the convenience of a friendly agent finding their best coverage, plus the trust of an expert. Be natural and honest. Ask questions and understand and show interest for their situation. Find options and alternatives, this is one of the best ways to establish trust.
The Perfect Sales Pitch 2
Hook the “problem”. This isn’t necessarily hard to do – insurance isn’t the easiest subject to navigate through and usually, assistance in understanding what it is, what’s involved and what’s required is welcomed. If your prospect already has a plan, the hook would be better coverage and/or potential price savings.
The Perfect Sales Pitch 1
First things first-the perfect sales pitch is less of a “pitch” and more of a two-way conversation in which you find out your potential buyer’s needs. When selling insurance these needs are unique to each individual. Plan your pitch with that in mind.
Don’t Ignore Sales Fundamentals
I’m sorry to burst your bubble, but Facebook, Twitter, Text Messages and QR Codes don’t sell insurance. People do. Of course there are tools that can make things easier and more effective for agents, but social media will never replace the basics. Read “How To Win Friends and Influence People” by Dale Carnegie. It was written in 1936 and teaches you how Teddy Roosevelt, Henry Ford, Benjamin Franklin and a lot of other old people become successful long before the Mark Zuckerburgs of the world. Everything in this book is just as relevant today as it was 75 years ago.
