Salespeople use a lot of approaches to pull in clients, and insurance agents are no different. If you are new to this industry, it is even more imperative for you to develop an arsenal of strategies to implement when necessary. However, don’t think that all of your ideas must come from our profession. Having that mentality will only hold you back.
Here are a few excellent strategies from the auto, greeting card, and clothing industries to help open your mind.
Don’t be afraid of your competition. Instead, use them to better position yourself amongst your prospects and clients. Admit what your competition does right, but also show how your product does it better. For instance, a friend recently told me about his adventure buying a new car. He went to two different manufacturers and looked at similar models offered by both. He liked them both and both offered good safety ratings, a great price and all the features he wanted. When he told each salesperson about the other car, one said, “Yeah, that’s a nice car,” while the other said, “Hey, that’s a great car, too. It’s very compatible to ours, but our maker offers double the warranty the other one does.” Needless to say, he bought the car with the longer warranty. The first salesperson was intimidated by the other dealer, while the second salesman knew what his competitor offered and didn’t dispute its benefits, but also made it clear that he could do better.
You can do the same as insurance agent or advisor. If your client or prospect has been shopping around, admit that they have found a good option, and then show them another product with the same coverage for a lower premium or a product with the same premium and better coverage.
Tug on your prospect’s heart strings. Depending on what products you sell and who you are selling to, it’s always beneficial to tell personal stories and use other methods to play into their feelings. Hallmark is the king of doing this. Watch any one of their commercials on TV, and you can’t help but say, “Awww.”
Turn up the Excitement
Cranking up the excitement may be exactly what’s needed to make a sale. On Black Friday this year, one of the teen stores in our local mall brought in a DJ and offered free music, dancing, plenty of freebies, and lots of specialty sales. I talked to the manager a few days later, and he was astonished at the number of sales that promotion created.
No, you probably don’t want to have a dance party at your office. However, you can host an open house for anyone in the community to attend. Arrange for a local radio station to broadcast from your office, give away free hotdogs, chips, and drinks, have drawings for prizes, and of course offer lots of free information about the products and services you provide.
These are only three of the unlimited strategies you can use in the future to make a sale. And, you will be amazed at how many ideas you can pick up from other industries, so always keep an open mind.
A successful salesperson is always willing to try something new and always on the lookout for unusual ways to excite their prospects and clients. Don’t limit yourself by walking around wearing blinders.
What prospecting strategies have you taken from other industries? Share them with us below.
Written by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
GET IN TOUCH.
Check us out on Social Media! Remember to Like, Follow, and Connect with us so you never miss out on the Latest Blog Posting's, Webinars, Updates, and Much More!
This site is not for the general public. It is for licensed insurance agents only. No portion of this website, or information contained therein, can be reproduced on other public or private websites without express written consent by Postema Marketing Group, LLC. Failure to comply with this policy will result in legal penalties. The materials contained in this site are for the purpose of providing our agents with a quick guide to products available through Postema Marketing Group. While we make every effort to maintain the accuracy of information provided on this site, Postema Marketing Group, LLC. DOES NOT GUARANTEE the accuracy of information provided on this site and is NOT RESPONSIBLE FOR ERRORS AND OMISSIONS. All information should be verified with Postema Marketing Group by the Agent.