You're The Expert Not Your Customer

When you’re selling insurance it’s really important that you can name several reasons why the prospect should buy the policy you are offering. The customer might be able to only think of 2 but that’s because you’re the expert not your customer. You might be wondering how they can’t see that this is the perfect policy for them. It all comes down to the fact that they simply don’t know because you have not properly educated them to the benefits of the product and why what you are selling them is right for them.

Here is a simple set of rules that will help you teach your customers about your insurance without sounding like you’re giving them a lecture.

Tip #1: In Their Own Terms Show Them The Value

It is important that you help your customer understand what their insurance needs are in terms that they understand and can relate to. The best way to accomplish this is to look at their situation from their perspective client’s point of view. In other words, walk a mile in their shoes and see things from their perspective. What is it that they really need? How much coverage is really necessary?

If you address your products from the customer’s point of view you will quickly see the customer begin to trust what you are talking about. They will feel that you are trying to help them find the product that’s right for them, rather then just trying to make a quick sale.

It will also build a more personal connection between you and your customer and with that stronger connection comes more trust. In order to be able to understand things from their point of view you will need to ask them several personal questions and listen closely to their answers. This will remove you from the being stereotyped in the traditional role of salesperson.

Lastly, once you have “walked in their shoes” you will have a better understanding of how best to explain your insurance products so that your customer will appreciate and understand what it is you are offering.

Tip #2: Only You Can Create The Value

You are not going to make the sale just by telling your customer that “A $250,000 25-yr Term Life Policy is their best value and that you recommend it.” That strategy is simply going to get you nowhere. You must create value. In fact only you can create the value that will turn a prospect into a customer. Just saying it is not going to do the job.

You must show your customers value in your products. Do this by explaining just where it is that the value is coming from. A good way to do this is by using examples that directly relate to the needs of your customers. Talk about other clients of yours that have a situation that is similar situations and how your services have helped them. You should also bring up incidents in the future where your product will help them tremendously and how the purchase of this coverage will protect them from X-Y-Z. Use stats. For example, 76% of all individuals that have a major illness do not carry critical illness insurance.

Remember, you must show them value that they can directly relate to in their lives. You’re the expert and you must explain your products in a manner where they can imagine the benefit that your product will bring into their lives.

Tip #3: Keep Educating Until The Sale Has Closed

Just as you reach the end of your sales pitch you may see your customer still isn’t completely convinced that your product is what they need. Don’t quit. Instead take the occasion to forward information to them via email, by snail mail, or in person, which continues to demonstrates why your products are the best value and fit for your potential customer’s life.

Tip #4: Use Lead Generation

Using a lead generation will provide you with quality leads on a continuous basis. This lets you spend your time showing potential prospects that you are an expert in the insurance field and leave you using your valuable time to close sales. Consider using such a service if you want to see your business grow and prosper and stay ahead of the competition.

Be sure they know you have not forgotten them and that you still interested in their business. Remember you’re the expert, not your customer, so you will need to teach them all the benefits, and why not use an insurance lead generation service to find fresh prospects, so that you can spend your time closing the sale?