There are several ways an insurance agent can sell insurance policies, but a common method is over the phone. This method allows you to increase your client base and revenue, while allowing flexibility in reaching customers regardless of their location.
I have sold insurance over the phone frequently throughout my career. It is a great sales method as it allows you to connect with customers no matter where they are located.
But to know how to sell insurance over the phone ensures you are doing so efficiently, and can increase your odds of closing a sale.
In this article, we will discuss how to understand the customer, the process of selling insurance over the phone, and provide some tips for success. Let’s get started!
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11 Tips To Selling Insurance Over The Phone
To sell insurance over the phone, you should ask open-ended questions, avoid jargon and slang, and establish yourself as an expert in your field. It is also important to listen carefully, take notes, and build rapport with your prospect, and if they are not ready to buy, don’t give up and follow up with them later.
Here are 11 easy-to-follow tips on how to sell more insurance over the phone.
| Tips For Selling Insurance Over The Phone | Explanation |
|---|---|
| Listen Carefully And Engage With The Customer | When calling a potential client or current customer, actively listen for opportunities to offer your services. Ask open-ended questions about their hobbies, family, or properties they may own to better understand their needs and interests. Engage with them, rather than just giving a pitch. |
| Use Simple Language And Professional Tone | Avoid using industry-specific jargon or slang that may confuse or turn off customers. Speak in terms that customers can easily understand, and present yourself with a professional tone to enhance your credibility. |
| Be Prepared For The Call | Practice your pitch, research your competitors, and read up on sales tactics to ensure you know what to say and when to say it. Seek advice from experienced insurance salespeople. |
| Script Your Pitch | Write out a sales script so you know exactly what to say during the call. Be prepared to adjust the script to suit the tone and mood of the customer. Practice your pitch beforehand to sound more confident. |
| Establish Yourself As An Expert | Demonstrate your knowledge and experience in the field to establish your credibility and authority. Explain your background, areas of expertise, and credentials during the call. Customers need to trust you as an expert before they will purchase your services. |
| Build Rapport With The Customer | Build rapport by creating a welcoming environment that encourages customers to open up and express their concerns. Start with small talk and ask how their day is going. Smile when you speak, as it can be heard in your voice. |
| Show Them You’re Listening | Show customers that you’re listening by using verbal nods like “I see” and “ah.” Use similar words and adjectives to those used by the customer to show them that you understand their needs. |
| Don’t Give Up | Be persistent and follow up with potential customers who may need more time to think or compare rates. Don’t take a “no” personally, but be prepared to call again at a later date. |
| Stay Organized | Have everything you need for the call at your fingertips, including any necessary documents or files. Don’t waste time searching for documents during the call. |
| Take Notes | Take notes during the call so you can remember important details about the customer and their needs. Consider recording the call so you can refer back to it later. |
| Have A Backup Closing Statement | Be prepared with a backup closing statement in case the customer is still unsure. Ask if it’s okay to call back or send a comparison of quotes. Use visual aids when possible to help customers understand the value of your services. |
As an insurance agent, I am responsible for selling insurance policies to my customers. An important part of this process is understanding your customer. This is done by gathering information such as their age, occupation, and current insurance coverage.
It’s important to understand your customer to ensure that you are selling insurance to the right customer and that you have the correct pitch for them. Other ways you can understand the customer include:
Social Media: Look for the customer’s social media profiles, especially LinkedIn, to learn more about their professional background and interests. This can help you establish a connection and build rapport during the call.
Knowing The Customer’s Pain Points: By understanding their pain points, you can provide solutions and address their specific concerns during the call. This can increase the chances of closing the sale.
Understand The Customer’s Buying Journey: Knowing where the customer is in their buying journey can help you determine the best approach for the call. For example, a customer who is in the research phase may need more information before committing to a purchase.
Be Aware Of The Customer’s Budget: Knowing the customer’s budget can help you recommend the most suitable insurance options and avoid offering options that are not within their financial reach.
Show Empathy And Understanding: When you show that you understand the customer’s needs and concerns, they will be more likely to trust you and consider purchasing insurance from you.
Preparing For The Call
As an insurance professional, i can tell you that it is important to prepare for the call to ensure that your pitch goes off perfectly. To prepare for the call, you should:
Develop A Script. Having a script can help you stay on track during the call and ensure that you cover all the important points. Make sure to tailor the script to the specific customer and their needs.
Practice Your Script. Once you have a script, it’s important to practice it before making the call. This will help you sound more natural and confident when speaking with the customer.
Anticipate Objections. Think about the potential objections the customer may have and prepare responses in advance. This can help you handle objections more effectively during the call.
Prepare A List Of Questions. Have a list of questions ready that can help you gather more information about the customer and their needs. This can help you tailor your pitch and increase the chances of closing the sale.
Get Organized. Before making the call, make sure to have all the necessary information and materials at hand. This can include customer information, insurance options, and a calculator for quotes.
Set Goals. Before making the call, set a goal for yourself. It could be a specific number of calls or a certain amount of revenue you want to generate. Having a goal can help you stay focused and motivated during the call.
Making The Call
After you’ve prepared the call for your target audience, you need to actually make the call. As an independent insurance broker, here is what I recommend you do when making a call:
Start With A Strong Introduction. Your introduction is the first impression the customer will have of you, so it’s important to make it count. Make sure to introduce yourself, your company, and the purpose of the call in a clear and concise manner.
Build Rapport. Building rapport with the customer is crucial for making a successful call. Use the information you’ve gathered about the customer to find common ground and establish a connection.
Be An Active Listener. Listen carefully to the customer’s needs and concerns. This will help you understand their perspective and tailor your pitch accordingly.
Address Objections Effectively. When the customer raises an objection, address it directly and provide a solution. This can help you overcome objections and move the conversation forward.
Use Persuasive Language. Use persuasive language and techniques, such as using urgency or scarcity, to encourage the customer to take action.
Use Storytelling. Use storytelling to make your pitch more engaging and memorable. Use real-life examples and scenarios to illustrate the benefits of the insurance policy you’re offering.
Be Clear And Transparent. Be upfront about the cost, terms and condition of the policy, and any other important details. This will help build trust with the customer and increase the chances of closing the sale.
Closing The Sale
You’ve planned the call, you’ve made the call, and now you need to close the deal–yay! As an insurance broker, I know this is the most exciting part, but its important to remain focused and close the sale properly. To close the sale, you need to:
Ask For The Sale. One of the most important steps in closing a sale is actually asking for it. Be clear and direct about what you want the customer to do, whether it’s purchasing a policy or scheduling a follow-up call.
Handle Objections. Even if you’ve addressed objections throughout the call, the customer may still have some concerns at the point of sale. Be prepared to address any final objections and provide any additional information or reassurance needed to close the sale.
Offer A Sense Of Urgency. Creating a sense of urgency can help encourage the customer to take action. For example, you can mention a limited time offer or emphasize the importance of having insurance in place as soon as possible.
Use A Call-To-Action. A call-to-action is a specific instruction that tells the customer what to do next. This can be as simple as asking them to make a purchase or schedule an appointment.
Follow Up After The Call. Following up after the call is an important step in closing the sale. Send a thank-you note, an email, or call them again to confirm the sale, answer any remaining questions, and make sure they’re satisfied with their purchase.
Be Persistent. If a customer is not ready to make a purchase, don’t give up on them. Follow up with them in the future and keep them informed about new insurance options and deals. It’s possible that they may be ready to buy in the future.
Tips For Success
As a licensed insurance agent, I know that it can be a little confusing trying to sell insurance over the phone, but I have some tips I’ve developed over the years that are sure to help. Based on my experience as an insurance agent, here are my top tips for success:
Stay Organized. Staying organized is key to success when selling insurance over the phone. Keep track of customer information, notes from previous calls, and follow-up tasks in a centralized system. This will help you stay on top of things and ensure that you don’t miss anything important.
Set Goals. Setting goals can help you stay motivated and focused. Set both short-term and long-term goals for yourself, such as making a certain number of calls per day or closing a certain number of sales per month.
Learn And Improve. Continuously learning and improving is essential for success in any field. Keep up with industry trends and best practices, and take advantage of any training or development opportunities that come your way.
Use Technology To Your Advantage. Take advantage of technology to streamline your sales process and make your job easier. For example, use a CRM (customer relationship management) system to keep track of customer information and automate follow-up tasks.
Focus On Customer Service. Customer service is key to success when selling insurance over the phone. Be responsive to customer needs, answer their questions, and go above and beyond to help them.
Believe In Your Product. Believe in the product you are selling, It will give you the confidence to present it to your customers and convince them of its value. And as a result, you’ll be more effective in closing sales and building long-term relationships with customers.
Conclusion
As an insurance agent, I can tell you that it is important to know how to sell insurance over the phone to ensure you can close the sale. This includes understanding your customer, and understanding how to pitch your policy. Be sure to check out our tips for success to help ensure you can close the sale!
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