Whether you sell auto and home or life, health and annuities, it's always much easier to talk with someone who, prior to meeting with you, has already formed a positive impression of you and a reasonable expectation of your value.
How you prepare your clients, prospects, leads or referrals before meeting with them is just as, if not more, important than what you do during and after your meeting.
Are your clients, prospects, leads or referrals in a receptive frame of mind when you meet with them? Are they anxious to talk with you about a particular need or problem? Or are they cautious and reticent because they don’t know what to expect or if you are completely trustworthy? Are they mentally and emotionally defensive, preparing themselves to resist any attempts of persuasion?
Presell the need or the problem — Not the Solution: Even our clients — those who know and trust us — respond better when prepped for the topic of discussion.
Seminar audiences also get much more from a presentation when they know what to expect and are in the right frame of mind to listen and learn without any negative preconceptions.
How do you prepare your client or prospect for a meeting? Do you send them an agenda of what you'll discuss? Do you ask them to read some sales literature, product information, or complete a questionnaire? Do you have them gather personal or financial information?
The Presell Matters:
Clinical studies have shown the selling/buying experience goes much faster and easier when the prospect has made some preliminary decisions or formed perceptions and expectations of you before they actually meet with you. Do they think you are knowledgeable and professional? Credible and trustworthy? Do they think you will be "selling" or "advising" them?
Establishing these three preliminary perceptions prior to any and every meeting has proven to improve the result (i.e., higher closing ratio, more sales) and make the experience faster, easier and without contention.
How can you do this? Prior to meeting with someone:
Demonstrate an example of your knowledge and professionalism
Subliminally imply your credibility and trustworthiness
Focus their attention on solving a financial problem with a tax advantaged solution
Assure the Client that you are concerned about them not the sale.
Show Empathy at every opportunity, this helps build a trusting relationship
Always speak to the Client the way you would like to be spoken to
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.