Is insurance prospecting harder than you anticipated? If you are struggling to generate new leads and close more policies--or if you just want to refresh your strategic approach in order to stay ahead of the sales curve--these four insurance selling strategies can help you do just that.
4 Insurance Selling Strategies to Help You Be a Better Agent
One: Cross-Sell to Your Existing Clients
We’ve previously discussed the importance of creating an insurance pipeline for new and existing clients. You should always be investing in developing more multi-line customers--you do this by understanding your clients’ individual needs and problems, and by convincing them that you have the skills and knowledge to solve these issues.
Run an audit to identify where your key opportunities may lie: parents who haven’t yet bought life insurance, renters without renters’ insurance, or self-employed clients without general liability coverage, etc.
Two: Create a Referral Program
If you haven’t already, you should create a referral program to help you bring in new prospects. A good referral program can be hard to come by in the insurance world, but when done right it can work wonders to help you bring in new leads consistently. Not sure where to start? Here are a few important points to keep in mind regarding referrals:
- Don't be afraid to ask for referrals. This is where you weld the connection. Once a client has recommended someone to you, they’ve confirmed to themselves that your relationship represents trust, credibility, and value to them. At this point, your relationship has become sustainable and profitable.
- Ask the client to make the introduction. Ask them to contact the person they’re referring, mention you, and encourage them to engage with you. In short, ask for a warm lead, not a cold one.
- Never fail to follow through on a referral.
- Follow up with your client to let them know how things went. Compliment the person they introduced, share some good news, and thank them for their friendship.
We know building a referral business is a critical step in setting up your insurance agency for long-term growth. Take a look at our FREE video for more tips on getting referrals for your insurance business.
Three: Be Ready to Hear the Word “No” (A Lot)
The truth is, when selling insurance, you are going to get rejected--and frequently. Don’t despair; it’s all a part of the process. How can you use rejections as positive feedback and internalize the word “no” to help you be a better insurance agent? Don’t be afraid to ask for feedback from leads who decide to go in another direction--this can only help you become more effective moving forward!
Four: Follow Up on Old + Cold Leads By Outsourcing
Do you have old prospects who never quite sealed the deal on a quote? Client Focus consults with insurance agents to help them grow from within their existing books. We customize our service by learning and applying your definition of success, your office culture, your objectives and challenges, and your brand. Then we connect you with your clients in a way that increases brand awareness and retention, while affording opportunities to upsell and multi-line more and more clients each time through the book.