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Improve Your Insurance Sales Pitch by Asking These 5 Questions


Insurance Agent Blog   Insurance Sales   Auto Insurance Leads Generation  

Improve Your Pitch with These Steps

 

As an insurance agent your sales pitch can be the difference between dead leads and sales. The contents of your pitch, and your delivery have everything to do with whether a call dies or leads to next steps.

 

Perfecting your pitch should be an on-going process, one you make a priority. At the heart of your insurance sales pitch is conveying your expertise. Remember, you are the insurance agent, the person with insight into the industry. Next, is your ability to solve a problem. In this case, a person’s lack of insurance coverage or expensive insurance rates that are higher than they need to be.

 

When preparing for a sales call consider the following:

 

Is my delivery personable?

 

Gather information on a prospect before conducing a sales call. Use the information you’ve gathered to tailor your pitch to the client. It’s important to recognize that someone who rents an apartment is going to have different needs and circumstances than a homeowner. Ask questions during your call that can further personalize the prospect’s experience. For example, if the lead has children you can mention the good student discount. Use the data you have to offer various coverage options, plans and pricing. Share stories of similar experiences to make you more relatable to your prospect.

 

Do I provide background?

 

There’s a fine line between sharing too much and sharing too little. You want the prospect to understand why you’re contacting them, and who you are. Give the lead an overview that builds confidence in you as an insurance agent, and your company as an insurance provider. Give them a reason why they should care about the services you can provide.

 

Am I being honest?

 

Never lie to a prospect or omit information they may need to make a final decision. For example, be upfront with your experience and time in the industry. For experienced insurance agents make sure to share your background in the industry, highlighting what you’ve been able to do for clients. For those agents with less experience, talk about your ability to dedicate more time to help them with their individual needs.

 

Am I focusing on the lead?

 

Your background and experience should be shared in a way that communicates your ability to serve the client. Explain how your experience makes you best suited to help them secure the lowest rates for the most amount of coverage. Focus on the prospects needs. You may have original called to pitch them on auto insurance, but may find that they are need of multiple policies. Make sure to pitch them on a multi-line discount of applicable.

 

Am I highlighting my abilities?

 

No pitch would be complete without showcasing you or your company’s abilities. Share what makes you or your agency stand out from your competitors. If you’ve earned rewards as an agent, or if your company has made any lists or received accolades make sure to include these in your conversations. Make sure to be honest, and only play up those skills you possess.

 

Do I close strong?

 

Leave the prospect with takeaways and establish next steps. Make yourself available for follow-up conversations. Never leave a prospect hanging. Have marketing follow up with additional touches and outreach.

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