You may come across a wide variety of leads as an insurance agent, but regardless of who the prospect may be, finding the right solution for your customer and closing the sale is the ultimate goal.
Closing the sale is the make-or-break moment – it’s the final outcome of whether or not all your hard work has paid off.
You may have had to ask a lot of questions, answer any doubts your customer may have and really make an impression in order to close the sale but any Insurance agent will know that there is more than just one way of closing a sale.
Here are eight surprising techniques which will close more of your life insurance leads.
1. Same but Different
You may be selling life insurance to all your clients, but each sales situation will be different. Just like each customer will need a different insurance solution, your sales approach will need to differ, including the closing of a deal.
Don’t have a single closing or follow up process.
When following up with your customer, you should have a unique approach depending on who they are.
For example, when following up with a millennial client – a text message will suit them just fine, while it may just frustrate a senior client. Unlike a telephone call, texting allows Millenials to respond on their own time without interrupting what they doing. It also allows them to put their thoughts into words and get straight to the point. Another good reason to text instead of email is that according to a recent survey by Textrequest.com, only a third of e-mails are ever opened, yet texts have a 98% open rate.
The older generation may however still prefer that phone call. Boomers in their mid-50’s and early sixties, are still the ones having long telephone conversations.
2. Leave Them with Something to Remember You By
Most of your customers will need some time to weigh up their options before making their final decision, especially where more complex life insurance is concerned. Make sure that you leave them with product and company literature and at least your business card, so that if they have any questions they could get in touch with you.
Branded coasters, mouse mats, mugs, USB key rings are also good ideas, as it’s something that the prospective client is likely put to immediate use on their desk. Just make sure that it’s of a decent quality, as you don’t want your contact information peeling off it!
Whatever you leave with them, make sure it is something that will appeal to them.
Do not however, overload them with information, as this will scare them off.
3. Be A Storyteller
Storytelling is a powerful sales tool. Painting a vivid picture of a situation will peak your customers’ interest. They will feel emotions which is a powerful motivator for them to take action.
There are a few angles you could take.
Use your client and his or her family in the storyline. For example, if your client is a husband and father, and the only breadwinner in the house – paint a picture of how his family could be left in a financial predicament, should he die today with no insurance.
You could also put a positive spin on a story of how a life insurance product has assisted a family whose breadwinner passed away.
4. It’s Now or Never
Prompting an immediate response from your customer creates a sense of urgency and can also help overcome any unwillingness or uncertainty when a prospect wants to purchase, but is delaying on pulling the trigger.
Your prospect now understands the product benefits and costs – they have the budget (or else they wouldn’t be talking to you) so all you have left to do, is close the deal!
Here are a few examples of prompting a sign-up:
- This is a once-off reduced-premium offer
- There is a 10% discount for all customers who sign up by the end of this week
- If you sign-up today, you will qualify for a discounted premium
- I’d hate to see you lose out on this great offer
- Now is the best time to start having the best cover possible for your family
5. Open their minds
Most of your customers would agree that the wage earners in the household should have adequate insurance protection. It makes sense, as their income is what the family needs to survive.
But, what if anything happens to a stay-at-home Mom for example? It could in fact have a tremendous financial impact.
Few people think about the cost of services performed by the stay-at-home spouse which include looking after the house, childcare, meal preparation, laundry, and grocery shopping. Who will see to this if something happens to the stay-at-home spouse?
You will not only leave your wage-earning customer with something to think about, but you may just close an extra sale.
6. Economic Woes
Focus on your clients’ overall economic situation, based on his or her age or circumstances.
For example, Generation X individuals are probably the ones with the most expenses – they are generally married with kids, and with that comes a mountain of living expenses. Some economists even say that Generation X individuals are the ones who have the most debt.
These individuals will be sensitive on the price they pay and they would need to feel that you are helping them save money.
The most searched term on the web for life insurance cover is “how much life cover do I need”, so make sure you that you are able to clearly articulate this to your prospective client.
Here are a few ways to help them see that they will receive value from what you are offering:
- Show how alternative products have hidden costs
- Structure the best deal that will cost them less overall and compare if necessary
- Speak openly about the longer term implications and costs
- Use illustrations and fictitious examples to get your point across
7. Make your deal exclusive
When prospecting, make your deal somewhat exclusive. Explain that not everyone is entitled to the specific product or premium, and that some form of qualification or designation is required. Even if they don’t meet the criteria, let them know you are making a “special exception”
This will really help with Millenials, who love a level of exclusivity. It boosts their sense of identity as they gain a sense of belonging to a specific group.
Seniors also love a “seniors-discount”!
8. Flattery will get you everywhere
Stroking your client’s ego, may just seal the deal.
Tell your client how impressed you are with their achievements, previous financial decisions and admire their integrity.
By putting them on a pedestal, you will be encouraging them to the stick to the high expectations you have of him or her.
Here are few lines worth using:
- “ You have really made some good decisions in the past. You are once again in the right place”
- “Your financial track record looks good. Well done”
- “Your sound knowledge has allowed you to identify your need for life insurance.”
- “As the expert, you will certainly understand the importance of life insurance”.
- “You are really putting your family in a good position by seeking life insurance cover”
- “Your family will be happy with what you are ultimately setting up for them”