You’ve checked all the boxes to launch your new career selling insurance. You’re excited and eager to reach out to prospects so you can close deals.
As you look at the task ahead, you become a bit overwhelmed. You’re trying to get a handle everything from the complexities of insurance sales to working in an agency or brokerage and providing customer service.
You’re determined to be successful and don’t want to waste any time reaching that goal. You’ve decided to talk to veterans in the field and even research best practices on selling.
We’ve collected a few tips to help you in your quest for successful selling:
Genuinely Listen. Successful sales and long-term relationships are built over time using relationship marketing. This means you take the time sincerely listen and content with people. Make every connection memorable so they relate to you on a personal level. They may not buy from you immediately – but you will be the person they think of when the time is right for them to purchase insurance.
Dress for Success. You’ve heard it said that you only get one chance to make a first impression. You may not need to wear a suit, but you still want to keep it sharp and classy. Make sure you look your best, so you leave people with a good impression.
Build Trust with Transparency. Anticipate and provide answers to questions your prospect may ask during your conversations. Be armed with key data points that target your prospects insurance needs, as well as data to showcase the value you can offer. This approach helps you be a step ahead and gain the trust of your customers. (Here’s an example of data you can find through research: According to the U.S. Department of Labor, the highest rate of workplace fatalities in 2015 was among logging workers, with 132.7 deaths per 100,000 full-time employees, followed by fishing workers, aircraft pilots, and flight engineers, and roofers. The all-industry average was 3.4 deaths per 100,000 workers.)
Script Your Talk Track. Marketing yourself and what you sell is key to your success. You can’t wing it. You must be prepared. You can do this by creating a brief script about your products. Write down your key messages and value points. Practice how you share it with others – from voice inflection to key statements. Rehearse your key points so you can say it in your sleep and find creative ways to inject them—at the right time—in conversations.
Map Conversation Starters by Insurance Type. Think about current trends and hot topics. Turn them into opening lines that help you guide the conversation in the direction you want. Remember it isn’t all about you. It is about your customer and how you can help them. Write out questions and rehearse them so you’ll have them on instant recall, as needed. For example, if you wanted to discuss workers’ comp insurance, you might ask: Are there risks associated with your business or your employees’ jobs? What controls have you put in place to reduce that risk?
Remember, like any profession your success will come through time and effort. Stick with it, be persistent and never give up.