Customers walk into an insurance agent's office with a few expectations. They want to be told, in understandable terms, what the policy can do for them and why they should buy it. They want expertise.
It's easy to get frustrated. How can this customer not see how great the policy you're selling is? The harsh reality is that maybe you haven't done enough to educate them on the policy's benefits.
So here is a set of guidelines to help you teach your customers about what you have to offer without giving them a lecture.
Tip #1: Show the Value in Understandable Terms
Help your customer understand what his or her insurance needs are in terms that they understand and can relate to. Look at this from the customer's point of view. What is it that he or she really needs? How much coverage is really necessary?
If you talk about what you're selling from the customer's perspective - with layman's terminology and common-sense reasoning - you will quickly see the customer begin to gain trust. He or she will feel comfortable that your interest is the customer's well-being, not just your sale.
You can also use this opportunity to build a better working relationship with your customer. If you ask good, insightful questions about the customer's specific circumstances and take the time to really listen to his or her answers, you can show that you're an agent who really cares, not some stereotypical salesperson just out to make a buck.
Tip #2: Create the Value
Simply stating that a $250,000, 25-year term life policy is the best value and that you recommend it is not going to win a customer over. To most customers, that doesn't mean anything. You have to show why the policy is valuable to the customer right here and right now. Only YOU can create that value that will turn a prospect into a customer. If a dozen other local agents offer the same $250,000 policy at the same price, why should they choose you?
You have to demonstrate that you are a true expert in your field and that you can be a great resource to your customer. Show that you've got lots of experience by telling some anecdotes about other customers who have been in similar situations and how you helped them find the best policy. Show the customer some hypothetical, realistic scenarios where your product could help them tremendously. Show concretely how the coverage could protect the customer from problem X, Y or Z. Use statistics. For example, 76% of all individuals that have a major illness do not carry critical illness insurance.
As the expert, it's up to you to show the customer how your policy will have a real impact on his or her life. Don't make any assumptions about what your client knows. It's up to you to explain your products in a way that he or she can see how it will truly be a benefit.
Tip #3: Keep Educating Until the Sale Has Closed
As you reach the end of your sales pitch, your customer may still hedge on whether to buy the policy and ask for more time. Don't give up!
Take the occasion to forward information to them via email, by snail mail, or in person, which continues to demonstrate why your products are the best value and fit for you're his or her life. If you want to even give that extra push, give the customer a call with a helpful piece of information that you haven't yet discussed and that could serve as a selling point.
Tip #4: Use Lead Generation
Lead generation with InsuranceAgents.com provides you with quality leads on a continuous basis. With those leads in-hand, you can spend less time tracking down potential clients and more time closing the sale by showing the value of your products.
