How to Sell Insurance and Cultivate Clients
The asruansi agent shall endeavor to obtain personal data of
the prospective customer. Such as place and date of birth, home address, number
of family members and work. Very special if you can get also personal
information, such as hobbies, leisure activities, or social activities. The
data can be obtained from people closest, such as friends, drivers, helpers, subordinates
to his secretary.
The importance of collecting prospect data as much as
possible is indeed taught by the insurance manager. Even the agent must also
know the needs and problems that are facing prospects. And as much as possible
to give suggestions or solutions to these problems. Typically, prospects tend
to hesitate in making decisions. So give them moral support to make sure the
choice is really good and right.
Oh yes, before meeting prospects, it is highly recommended
to collect information about the characters in question. There are people who
do not like to be criticized, do not like his opinion is opposed, do not even
like to argue. Make it a reference to behave. Be careful also with various
personal identities. Many people like to be called by their first names. But if
it is wrong, it can be offensive.
Mental is ready, attitude and technical stock already in
hand. Then? There is still one more theory, namely the preparation of
interviews or presentations. The first 30-60 seconds of a conversation with a
prospect is a critical moment, involving the agent's "life die". Many
believe, that's when the prospect of making a decision, want to stop or
continue to hear the chatter of his opponent.
So crucial is the meeting with prospects, forcing agents to
speak efficiently, while remaining communicative. But if a potential customer
begins to show signs of disinterest, the presentation should not be continued.
Waste of energy. In other words, do not force yourself if the prospect looks
unprofitable.
If you get here practiced properly and properly, it should
be successful to reap a number of closing sales. Closing insurance refers to
the situation when the prospect decides to buy a product or a policy.
Formalitasnya done by filling and completing the application or application
form letter of insurance (SPA), as well as paying the premium. Get it right?
True, on the one hand, because the customer has been bound by contract for a
certain period.
However, for the agent, precisely a more enjoyable journey
begins. Similar car sellers, insurance companies have after-sales service.
Agencies must maintain a personal relationship that has been established. For
example, by sending a greeting card on the moments of birthday, Lebaran,
Christmas, or New Year. Now maybe via social media Facebook and Twitter or
email. You see, the size of the income depends on the smooth-not the contract
and the payment of customer premiums.
Theories received by insurance agents anywhere resemble each
other. The main thing is consistency and discipline. Here are two keys to
success to continue to exist in the insurance world.
