Want to make money selling your home insurance policy online? here are 50 ideas, tips, to help you sell insurance 3 times faster over the phone …
In the past, personal marketing was the norm in the insurance industry, but nowadays most consumers prefer to purchase insurance over the phone because it saves a lot of time and seriously, why would anyone care a few hours of sitting down in a meeting just to buy a product that can be purchased easily and successfully over the phone?
Why sell insurance online or over the phone?
Time is a precious resource that most people cannot afford to spend, which is why buying and selling insurance products over the phone is becoming increasingly popular. Selling insurance over the phone is also cheaper than having a few face-to-face meetings, and you can easily reach more customers without moving an inch.
However, selling insurance over the phone is not as easy as buying it. As an insurance professional you may have to make a lot of cold calls and if you are not familiar with the right methods and strategies; It can be very difficult for you to achieve positive results from selling insurance over the phone.
You don’t have the perks of body language, personal charm, good looks, powerful dressing skills, and all the other subtle tricks you can use to create a prospect like you and feel pressured into buying your products. when you sell face to face.
For this reason, we have compiled 12 foolproof tips and tricks that you can use to increase your chances of getting a positive response from your potential. customers when trying to sell them insurance over the phone.
12 tips and tricks to help you sell insurance over the phone
- Prepare all your tools
Selling over the phone is different from selling face to face. To be successful in selling insurance over the phone, you will need:
- Computer : People these days need to hear specific prices very quickly, so you need to have all the tools for comparison and quotes. That’s why you need a computer with quotation software and CRM software installed. This will allow you to easily answer all customer questions regarding costs, surcharges and costs. You can also easily save and access your customers’ personal data so that you can contact them later.
- Subscription guides and questionnaires : Expect Your Potential Customers You have a lot of questions, so make sure you have the necessary insurance instructions for the type of insurance you are selling and a document that answers most frequently asked questions. It helps you study these guides and quizzes before you start calling so that you can have most of the answers in your mind and avoid uncomfortable pauses, silence, and stuttering that can make you unprofessional or unsure of what you are preaching. . customer.
- VOIP phone … With the VOIP system, you can easily make calls from your computer and transfer business calls to your mobile phone when you are away from your computer.
- Website : Your potential clients would like to know more about you and your insurance company before purchasing insurance from you, so prepare your website and make sure it has lots of details and tips that will make it interesting and educational for the customers. This reassures them that they are dealing with an experienced insurance agent.
2. Get organized first
Before you make a call, be prepared; turn on your computer and test the software to make sure it works correctly, study all business questions, internalize the answers, and keep everything you need ahead of time. You should also take a notebook to jot down anything you don’t want to forget, such as any points to jot down and any tips and tricks you want to use.
One tip that I generally recommend is to grab your phone, record your speech in advance, and see what you sound like. This is very useful for building self-confidence, as you can always adjust your speech, sound, and what you plan to say until you feel perfect.
I also recommend learning a thing or two about your potential client so that you have the perfect icebreaker and conversation starter.
3. Perfect your listening skills
Hey! Don’t just talk about why they should buy from you and the benefits your products give them; Slow down and listen to them to understand how your customer is thinking and how you can convince them. When you listen, you can understand their needs and fears.
Remember, people buy insurance for different reasons, Jack and Jill can buy the same insurance product, but while Jack wants the lowest price possible, Jill may prefer to have the highest quality protection. . That’s why I recommend the Q&A approach; Ask your customers questions and write a promotional report that addresses their fears and needs.
4. Easy to talk to but professional
When you first start talking to them, use conversation starters or appropriate chords that will make them feel like they’re talking to a friend. Make them feel comfortable talking to you – you might find something they like, maybe a hobby or interest, and come up with a fun question or chat to that effect. If you can’t find anything about the client, look for a general topic, maybe the latest news, or a topic you can use.
Start with this interesting topic, then work your way up to selling your product. However, you have to be very professional in the conversation; It is safe to avoid slang and sensitive topics because whether you understand or not, the person on the other end of the phone is judging you – they cannot see you, so they will judge you based on what you are doing. tell him.
5. Be prepared to deal with objections
It is given in insurance marketing; Your potential customers are likely to raise categorical concerns and objections. This is where your marketing skills start to play as you will need to allay their fears and convince them.
If your customer raises concerns, that’s a good sign, because if they weren’t interested in distance buying, they wouldn’t have wasted time. Objections are a good sign if you know what to do to convince them.
If the customer says something like, “I need to think about it,” it may mean that the customer doesn’t feel like they have enough information to make a decision at this point. If they tell you to give them time to think or talk to someone else, maybe their spouse, it means the customer is interested but stuck for some reason, which can range from information inadequate for fear of engagement.
It is your job as a marketer to understand what the customer is actually saying when they say certain words, because sometimes a customer who is right to say “ I am not interested “Can finish before buying because the marketer was able to gain a deep understanding of what they were really saying.
6. Don’t expect one-call closure
Yes, it does, but very rarely. Chances are you won’t get customer approval after the first call. The first time you approach them you are strangers and because of this you will likely encounter some sort of stiff resistance. But after you’ve called them a second, third, or more times, you’re no longer a stranger and they’re more likely to reveal their fears, needs, and concerns to you.
7. Avoid full cold calls … Don’t just pick numbers and start calling them to sell them what they don’t need. Either way, you might get lucky, but it is, for the most part, a waste of time and effort.
Pre-assess your prospects and make sure they really want to buy your products before you start calling them.
8. Put your customer’s needs first
Don’t trade enough to ignore your client’s needs and interests; You need to be empathetic and always put the needs of your customers first. Listen to them, know what they want, give them helpful advice, and come up with the best quotes you can find.
Why? Because you never know when that reference will be knocking on the door. If the client is happy and satisfied with your services, they will be open to referring you to someone else in the future.
9. Take on the role of advisor
You need to show your prospect that you are the expert and the authority on the matter. A lot of people understand next to nothing about the technical aspects of underwriting and insurance, and you would have more respect for them if you patiently taught them.
10. Highlight the benefits
Focus less on the functionality of your products and more on the benefits. You need to help your prospect understand how your product will benefit them and improve their quality of life. Don’t be surprised by the price of the product or the discounts you offer, enjoy more.
11. Give them something
A free eBook that they can download, a newsletter, a magazine, or a cheap giveaway that you think will be of great help to you, will be of great help. I personally recommend free eBooks for them to visit your website for download so they can learn more about you and your business and gain credibility.
12. Use their name when speaking.
When speaking to them, it helps to use their name at least three times during the conversation and to repeat their words and phrases. It helps them pay more attention to you and become more interested in the conversation, because they feel like you are listening to them and paying attention to them as well.
In conclusion, doing business over the phone is also very possible and efficient. Even if you don’t use body language, you can use the right verbal cues, good listening skills, and confidence to get more trades and make more money.
