The Perfect Sales Pitch 7
If you want to succeed in insurance sales, then stop selling products and instead help people. Help them find a solution to their problem. If the problem is “I can’t afford it.” Then help them find the money. First things first-the perfect sales pitch is less of a “pitch” and more of a two-way conversation in which you find out your potential buyer’s needs. When selling insurance these needs are unique to each individual. Plan your pitch with that in mind.
Secret to Closing
Telling is not selling. Never make a statement if you can phrase it in the form of a question. Questions need to be asked first, in order to understand your client’s needs or desires. Help the prospect identify and understand their problem and become emotionally involved. Now that they understand, together you can find the solutions.
Neighborhood Mapping
Door knocking is not what it used to be. However, it still works. Even in this digital age of technology, the act of getting face-to-face with a prospect and making a personal connection just works. Remember you are not trying to trick someone into buying you are trying to help people, you are an asset.
Referral Marketing
Of course you always start with family for referrals but then that is limited. Get to know your local Pharmacists, doctors even vitamin and nutrition stores come in contact with a lot of different people every day. Develop these relationships and refer people you know to them as well. It’s a win-win for both sides. Establish a program that rewards those who share referrals with you. As word spreads, you may see your own referrals increase.
The Perfect Sales Pitch 6
Make your good impression a lasting one. Leave your prospects with something to remember you by. An informational packet is a great resource to leave behind. Make sure your business card is included. If possible, have some testimonials from happy clients for proof of your service.
The Perfect Sales Pitch 4
Tell a story. Make your sales pitch relatable by integrating a real-life story about a client with similar needs/problems and what they did (how you helped them) overcome the problem. Close your pitch with a follow-up plan. Try and nail down a follow-up appointment.
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Offer a valuable promise (that you intend to deliver). Then demonstrate the value to them – the convenience of a friendly agent finding their best coverage, plus the trust of an expert. Be natural and honest. Ask questions and understand and show interest for their situation. Find options and alternatives, this is one of the best ways to establish trust.
The Perfect Sales Pitch 2
Hook the “problem”. This isn’t necessarily hard to do – insurance isn’t the easiest subject to navigate through and usually, assistance in understanding what it is, what’s involved and what’s required is welcomed. If your prospect already has a plan, the hook would be better coverage and/or potential price savings.
The Perfect Sales Pitch 1
First things first-the perfect sales pitch is less of a “pitch” and more of a two-way conversation in which you find out your potential buyer’s needs. When selling insurance these needs are unique to each individual. Plan your pitch with that in mind.
Don’t Ignore Sales Fundamentals
I’m sorry to burst your bubble, but Facebook, Twitter, Text Messages and QR Codes don’t sell insurance. People do. Of course there are tools that can make things easier and more effective for agents, but social media will never replace the basics. Read “How To Win Friends and Influence People” by Dale Carnegie. It was written in 1936 and teaches you how Teddy Roosevelt, Henry Ford, Benjamin Franklin and a lot of other old people become successful long before the Mark Zuckerburgs of the world. Everything in this book is just as relevant today as it was 75 years ago.
Senior Commitment
Seniors may be thinking of others. A large number of seniors are committed – many passionately so – to leaving wealth, property and investments to their kids and/or grandkids. They want to be good stewards of their money. They may sacrifice, endure inconveniences, or forego desires to leave something to love ones. To be proactive in your copy, let them know it’s OK for them to consider your product or service first, especially if it can help their heirs.
Be Straightforward
Address your prospects in a straightforward manner about their concern for making a good decision. Talking down to them or in a condescending way will be an immediate turn-off. Include several mentions of your attention to customer service. Mature buyers like feeling reassured when they make a purchase. Also, including an easy money-back guarantee for a purchase will be a sure response booster.
Response by the Senior Market
The hot markets for the next 10 to 15 years for this segment of the population are service-oriented. They consist of travel, health and fitness, household services, family fun, convenience, information services, investment and financial services, safety and security. Grand parenting represents an enormous additional marketing opportunity.
Use of Graphics
In your layout, use graphics that emotionally connect with your mature prospects. Avoid stereotypical pictures that have older Americans in rocking chairs and golf courses. Use active pictures that suggest a vibrant life after 55. Pictures that include grandchildren, sporting events and travel are other response-boosting images. It’s a good rule of thumb to use pictures of people 10-15 years younger than your target audience.
Physical Limitations
Seniors have problems with physical limitations to varying degrees. For example, many have trouble with eyesight. Adjust your marketing piece by avoiding small type, crammed type and crowded copy. You’ll increase your response if you use 12-14 point type or larger in all communications. We once tested 10 point vs. 14 point in a direct mail piece… the 14 point (with identical copy) boosted response by over 18%. When designing material make the act of responding easy. For example, in direct mail you do this by simplifying the response device and providing ample room to write their name and address. Another important rule for both print and online is to avoid reverse type. Reverse type can cut your readership by a whopping 75%.