The Power of Persuasion: Using Your Sales Skills to Make the Most of Your Insurance Leads
High quality leads can move you from simple survival to true success as an insurance agent.
But finding the right clients is only the first step toward success. Converting and retaining those leads once in-hand—the secret to a solid, sustaining customer base—requires the power of persuasion and solid sales skills.
If you're looking for ways to make the most of your insurance leads, use these tried-and-true tips combining action and know-how:
Tip #1: Contact the Lead Immediately
Goal: Become the prospect's first point-of-contact and beat out the competition
As they say, "The early bird gets the worm."
If you want to convince the consumer to buy from you instead of your competitor, waste no time…respond right away!
Call the prospect as soon as possible, greeting him or her by name. This personalizes the call and shows respect for the client.
Warm things up with small talk about his or her family to show your care and concern, then explain the benefits of your products or services right up front.
The customer will understand the information much better if you let him know exactly what he's getting for the price he'll be paying.
Did you know that 70 percent of your phone impression is based on your tone of voice? This conveys the importance of coming across warmly and sincerely.
In fact, talking to him as if he were your best friend is the best way to leave a great impression, whether over the phone or in person.
Tip #2: Ask Good Questions
Goal: Relax the prospect and get to know his/her needs
Asking good questions relaxes the client and sets the stage for a revealing conversation.
Use your sales skills to get the person to open up and reveal key facts so you can understand his needs.
Good warm-up questions such as "What features are most important to you?" helps relax the customer and place the conversation's focus on him.
If you know exactly what he's looking for, you can counter any objections he might voice while you're talking to him.
Make your questions open-ended so the client's answers will be more inclusive. After he responds, ask follow-up questions which relate to his answers.
This shows him you hear his concerns and care about what he's saying.
Keep your questions brief and to the point, and pay attention to your prospect's reactions. Once again, tones of voice play a big part here, so listen for uncertainty, confusion or even pause in the customer's speech.
These things communicate how the client feels about your conversation with him, and can help you decide if you need to change your tack.
The client's resistance decreases each time you effectively answer his questions adequately—so make sure your explanations are clear!
Tip #3: Listen Effectively
Goal: Find out your prospect's goals and decide how to best meet his/her needs
Listening skills are crucial to hearing and interpreting what the client says.
When the customer is talking, pay close attention to both his words and their context. These provide you with clues as to whether he understands and accepts what you're saying as truth.
To make sure you hear your client's concerns adequately:
- Prepare for the call ahead of time, reviewing the prospect's personal information, making mental notes and getting ready for the conversation ahead.
- Actively listen during the discussion, focusing only on what the prospect is saying. This will enable you to pick up on everything he is—and isn't—revealing.
- Don't allow your mind to wander. Stay engaged by noting key phrases and ideas to interpret and ask about later.
- Avoid external distractions, such as people entering or leaving the room.
- Keep an open mind, and don't judge the speaker before he is finished.
- Remain humble. Remember you have something to learn from everyone you come in contact with.
Tip #4: Provide Workable Solutions
Goal: Close the sale and gain a long-term customer
Now that you have an idea what's most important to your prospect, show him the value in working with you, and educate him on the product you feel best meets his needs. Then offer him the policy he needs at your best price, and explain why you recommend it for him.
Make sure you use laymen's terms so he won't become confused or feel inferior.
Pose a question such as, "Can you see how this policy will help you [mention one of the prospect's goals here]…?" to decipher where the client is in the buying process.
Pay attention to both verbal and non-verbal cues, as these are good indicators of when he is ready to close the deal.
Becoming Successful
Quality insurance leads can help you become successful as an insurance agent.
By using these tips and putting your sales skills to work, you can go one step beyond by converting those leads and retaining them as clients for the long run.
Talk about a business that's built to last!
This information was provided by InsureMe, the leader in online insurance leads for the insurance industry. Since 1993, InsureMe has helped thousands of insurance agents succeed in the insurance business by providing top-quality leads that are both detailed and affordable. For more information on InsureMe leads, please visit our agent Web site at www.agent.insureme.com.
