Cold calling, direct mail and internet leads are the top methods of insurance sales prospecting. Selling tips are key to turning prospects into buyers. This secret will help you get more appointments and increase your sales. Learn more.
Many consider sales prospecting to be the worst job. Because insurance selling time is limited, there are fewer sales. Top salespeople seek out methods to reduce the time it takes to make cold calls. It is definitely more efficient to switch to an internet lead system or direct mail campaign. But, this is not the only secret to prospecting success.
No matter what sales prospecting method you use, there is still an issue. It is important to be concerned about how qualified the insurance prospect is. You can tell by these simple tips that you need to sell insurance. Your prospect should feel the need to purchase your product, have the ability to communicate with you about it, be willing and able to pay the price. You have a suspect if you leave out any of these factors. Are they ready to make the final decision?
Here’s a secret trick that will tell you how many prospects you have before you waste your time on unreachable or inept prospects. You must first discredit your belief that you should pounce on your prospect immediately you get a lead. It is not enough to be quick, but it does not compare to building trust, acceptance, and likeability. These traits are key to top-quality insurance sales. What if these traits could be planted in the prospects’ minds before the presentation takes place? It is possible, and you’ll see why.
The Secret to Sales Prospecting
Do not rush to schedule an appointment when you receive an insurance prospecting leads. Instead, send a brief handwritten note to your prospect first. A $1 or $2 lottery ticket will be included inside that will work magic. Even if you don’t win, the ticket will still work magic. You can buy inexpensive “Thank You” cards that have no writing inside. This trick will thrive based on how well you write your message. There is virtually no chance that your prospect has ever received an unusual card like the one you sent.
Your prospective client will be astonished to see the inside “Thank You” and then open the note card to find the lottery ticket. Your writing will then be read. “Thank you for taking the time to respond and being concerned about your financial future. “Please check immediately if you have won your lottery ticket.” You might not require my services if you win the jumbo jackpot. “Regardless, I will contact you within the next few days to set up a meeting to review all your needs. “Sincerely, your name.”
What have you done?
Your unique approach to prospecting follow-up impresses the prospective client and makes them believe you are a professional. People prefer to purchase insurance from professionals. Next, you give something in return for it. This is something only a trustworthy salesperson would do. The prospect will be impressed and look forward to your call. This is especially true if the prospect was a big winner. You are thereby ensuring likeability. It should not be difficult to get an appointment with this additional pre-approach. You will be amazed at how easy it is to sell. If it doesn’t, you were a suspect, not a prospect lead.
Don’t believe everything I say about insurance sales. It is a fact that every successful salesperson in insurance will tell you: To be more effective, you must do what no one else has done or is unable to do.
Don Yerke is a published author who likes to focus on the things you don’t know and what no one else dares print. It’s okay to tell it as it is.
His new paperback book will be available on Amazon in the early part of this summer. This book is full of great information about insurance marketing and recruitment.
