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eINDEPENDENT 02/06/2012

Insurance Sales Training : 5 Tips For Growing Your Business

When it comes to insurance sales, it’s often the little things that make the difference between closing a deal and landing a new client, and driving a potential client away unwittingly. These five insurance sales tips are intended to help you tighten up your sales approach so that you are more approachable and easier to talk to, which can ultimately improve your overall sales stats.

  1. Be genuine. According to USA Today, nearly 50 million people were uninsured in 2011. This means one thing: there are a lot of people who need the products you offer. If you understand the useful products you provide and the peace of mind you can offer your customers, your approach will come from a place of genuine interest and concern for their well-being. The result will be a sales pitch that is well informed, real, and that strikes at the heart of what your customers need most.
  2. Never underestimate the power of referrals. Referrals are king, especially in an economy that is down. State Farm insurance in Montana recently offered a referral promotional campaign offering a $10 visa gift card to clients who referred someone to their office. The best part was that even if the person referred decided not to sign on after an initial consultation, State Farm still sent out the gift card. Talk about genuine customer appreciation.
  3. Relate to your customers. It may sound like common sense, but you can do a lot for your sales pitch by simply bringing a little bit of yourself into the conversation. People like to work with people they connect with. Whether you tell a story about your family or about a recent vacation that might relate to something your potential client identifies with, sharing something personal can help form a connection.
  4. With so many insurance companies in the United States alone, consumers sometimes stop pursuing insurance simply because they don’t know which company to choose. As an insurance agent, it is your job to relay to your customers the reasons why you are the best person to help them fulfill their insurance needs. Find a way to do this humbly, succinctly, and perhaps even comically, and you will have yourself a new client in no time.
  5. Questions convict, while statements condemn. What does this have to do with your insurance sales pitch? Quite a bit, actually. If you spend all of your time lecturing on why your customer needs your services, they may tune you out because they may not like to feel lectured. However, by asking them what they need or want, you open the door for conversation and engage them more than you would by, say, simply reading them a list of reasons why they need a particular service.