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Health Insurance Leads - Life Insurance Leads
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Homeowners - Auto - Long Term Care Insurance Leads Too! Closing Insurance Leads: Tips for Sales Success Author: Megan L. Mahan You've received an insurance lead, established contact and talked to the prospect about how your services can meet their needs. But how do you close the sale and gain a new client? Many agents are intimidated by the closing process because they don't want to spook the client and lose the sale. But by learning a few simple closing techniques, you'll be able to gauge where the client is in the buying process--and land yourself a new client. Laying the Groundwork When it comes to insurance sales, it's your job to determine the prospect's needs and help them understand how your services can meet those needs. By doing this, you create a foundation on which to build a trusting business relationship. A good sales foundation should:
Not sure where to start? Ask the prospect some open-ended questions about what they need and want out of their coverage. Get the prospect talking and you can tailor your sales tactics accordingly. In return, you'll strike rapport with the prospect, leading to trust--a key component in closing a sale. Focusing on the Prospect When you focus on the prospect, you show them that you're committed to helping them find what they need, which inspires confidence and trust--significantly increasing the chances that the prospect will buy a policy from you. If you need help staying focused on the prospect (rather than the sale), you're not alone. Here are six tips to help you:
When you focus on the prospect, you make it clear to them that they're important to you. And on top of the foundation you've previously created, this will increase the chances that your prospect will become a new client. The Art of Trial Closing Many insurance agents still practice trial closing to see where the prospect is in the buying process. Trial closing questions will help you determine whether the prospect is resistant to buying a policy, on the fence, or ready to sign a policy. Not sure what questions to ask? You might want to try the following: Give these questions a try during your sales presentation to see if your prospect is ready to buy. If your questions are met with some resistance, simply readdress your prospect's needs and the ways in which your product can fulfill those needs. Closing the Sale So you've set a solid foundation with the prospect, established casual, trusting rapport with them and have gotten some positive responses to your trail closing questions. And yet the prospect still seems to be on the fence. What now? Give a deadline. Some agents have found success by establishing a deadline, after which an offer will expire. And while you run the risk of losing the prospect, giving a deadline will help differentiate between clients who are truly interested in what you have to offer and those that will put you on hold for months. Discuss the consequences of fence-sitting. Ask the prospect what it would cost them not to buy a policy from you today. This might include the cost of an uninsured accident or the cost of buying a policy from someone else. Just make sure you approach the prospect with their best interests at heart so they don't feel bullied. Keep on top of the competition. When you know what your competitors offer and for how much, you can speak honestly about why your product is better or more affordable. The End Result When it comes to closing techniques, remember that they're designed to get a decision out of the customer, and that decision may not always be in your favor. Nonetheless, losing a sale can be good for your business, too--allowing you to pursue other leads and practice your closing skills until they become second nature. Finding what works for you may take a little time, but it will be worth it as you watch the new insurance prospects convert to sales. _________________________________________________________________ About InsureMe InsureMe links agents nationwide with consumers shopping for insurance. Specializing in auto, home, life, long-term care and health insurance quotes, the InsureMe network provides thousands of agents with insurance leads every year. About the author: Megan L. Mahan is a copywriter and insurance expert based in Denver, Colorado. She holds degrees in French and English from the University of Iowa and lends her writing and editing expertise in print media and Internet communications through her informative articles. |
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