Life Insurance Tips and Sales Techniques
Insurance cold calling can be a very difficult task. It is very different from business to business selling because you are calling consumers at their homes on the most part. And unlike business to business selling, this is more like telemarketing.
The one difference is that generally you're working with a set of warm leads and that effects your cold calling techniques.
Simple Cold Calling Script
Here is a basic insurance cold calling script. These are the basic components you want in your pitch. You want to make it quick and simple. And you want to incorporate a question to engage them in conversation right away.
"Hi Mr. Prospect, my name is Bob Jones with Secure Insurance Agency. I was calling to see what kind of protection you had for your family in the event, God forbid, anything should happened to you."
Wait for a response...
If they have a life policy, say...
"That's great that you care enough about your family to get coverage for them. Are you certain that the protection your family has is enough to cover their expenses for a while should you pass?"
If they say they don't have life insurance, say...
"Mr. Prospect, wouldn't you want the peace of mind to know that your family will be well taken care of after you are gone? What kind of legacy would you leave if you left your family with a mountain of bills and no money to pay them?"
Keep it short, simple and ask a lot of leading questions.
Also, hit them in the heart not the head. People buy emotionally much more than they do rationally, so keep talking about their family and you will have a chance at doing your sales presentation for them.
Warm Leads for Cold Calls
If you don't have access to warm leads, I would encourage you to find another insurance agency that does provide insurance cold calling leads to work for.
Generally the insurance brokerage or insurance agency you work for will provide you a set of leads. Some of these insurance leads will come from marketing campaigns conducted by the insurance agency or insurance carrier.
These leads will be warm because people have requested life insurance quotes and information somehow about getting insurance. Although these leads are warm, it doesn't mean it's easy.
Most likely, these prospects have also contacted other insurance companies and you will most likely be competing with several other insurance agents.
No matter what type of insurance policy you are selling, these techniques will get the job done.
Cold Calling Tips and Techniques - Customer Focused
Here are some cold calling techniques. Insurance cold calling requires you to cease to be self-conscious and become customer conscious. Remember, these people asked for more information about insurance.
Help them get that information. Don't think about your fears and your hesitancy. Just focus on the customer and on why they inquired and what they need.
This requires that you genuinely care about them and their needs as people. I guarantee you, faking it won't work. People can tell when you're faking it.
You may be able to fool some, but you won't be able to fool people for the long haul. People can tell even over the phone. That means you have to change your heart.
Not only that, it's not sustainable if you're faking it. Why? Because faking that you care about people all the time will drain you emotionally. Over time, you'll be unhappy and tired and stressed.
However, if you genuinely care about the people you're selling insurance to, you'll get energy by helping them and selling insurance will become a thing that is satisfying to your soul, and not just your pocket book...which will lead to a fatter pocket book by the way.
But that can't be the reason you do it. You have to just let it be the afterthought of caring, or else you end up faking it again.
They can also tell if you really care and aren't after just their money.
And if they reject you, you will feel sorry for them that they passed up on an insurance agent that actually cared in exchanged for some other guy that might be just self-serving.
Cold Calling Tips - Managing Difficulties
The first enemy of your insurance cold calling success if yourself. You have to get over the fear of calling people and you have to get over the hatred of calling people.
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