Strategies to Win Over Indecisive Clients
Managing a relationship with a client that shows interest in your products is always a pleasure. It’s an easy transaction because they ask for your advice, are eager to hear your proposals, and look forward to getting an excellent policy, which means you get a sale. In the end, they might be pleased enough to send referrals your way occasionally. It’s a win-win situation.
The type of client that doesn’t fully understand their insurance needs and might not even know they want or need an insurance policy offers a different kind of sales experience, but it is just as rewarding. Those are the clients that need your help the most, although you might need to work a little harder to close the deal.
Start with a Story
Jumping straight into insurance numbers and figures is not necessarily the best way to start a conversation. People are more likely to feel comfortable when the conversation begins on a more casual note, especially if it involves a good story that supports the point you’re trying to make. For example, you could share a story from a client who has experienced first-hand the benefits of having life insurance.
Point Out the Problem and Provide a Solution
Many people don’t even realize they have a problem that can be solved with insurance.
They may be considering the idea of purchasing insurance, but they’re probably not entirely
sure why they need it —yet. Tap into the problem and then offer a solution.
Be sure to point out the benefits of having proper coverage, and don’t afraid to back up your statements with compelling numbers.
Be a Guide, Not a Salesperson
Walking into a meeting with this type of client, you should know that pitching your product is not the best approach. Nobody likes to feel like just another sales opportunity, so don’t make it about the sale. Instead, partner with your client and become their guide to help them find the right insurance products for their needs.
Follow Up
Following up is critical. Let your prospects know you’re always available for any questions they might have about the information you provided them. If they are interested in talking further, invite them to follow you on social media, join your email list or check out your blog.
Ask for Referrals
When you know you managed to turn an indecisive client into a believer, don’t be afraid to ask for referrals. If they had a great experience with you, they would gladly refer you to others who might benefit from your help.