If you want to sell more insurance policies, you need to connect with customers over the phone. Here’s how.
Are you looking for ways to connect with customers over the phone? If so, you’re in luck! We have seven tips that will help you connect with your leads and close more sales. Phone sales can be so much fun, but it also takes work. You need to be prepared to sell insurance policies over the phone, and you need to be able to build connections with your leads. So let’s dive into a couple of broader topics to connect with customers over the phone.
7 Ways to connect with customers over the phone and build relationships
Lately, we’ve heard that salespeople hate being told to connect with customers. This is just business, after all. We get it. You don’t need to be best friends to conduct business. However, creating connections with your leads is how you end up closing the deal and writing more policies.
Think about it from the perspective of the customer. This random salesperson wants me to spend money on their insurance company. If customers feel this way, they’ll spend their money with another insurance provider. A big issue in our industry is the types of customers that only care about price. They may change insurance providers every year to save money. This trend is because too many insurance salespeople don’t connect or have enough empathy with their leads on the phone. Developing empathy comes from within. Take the time to do the self-work, and you’ll be able to connect with more leads and your fellow humans.
Here are a couple of tips to develop more empathy for yourself:
1. Keep a Gratitude Journal
On a timely basis, jot down what you are most grateful for at that moment. Over time you will develop more profound gratitude for your life and the people in it.
2. Volunteer
Helping out a local non-profit like a soup kitchen or food bank can put many things in perspective. You will get out of your head, make a difference in someone’s life and understand the struggles people in your community have.
3. Treat Every Sales Call as an Opportunity
You should treat every sales phone call as an opportunity. Whether or not you send out a quote or write a new policy for a customer, you should always be taking notes about what works and what doesn’t. Keep a journal of your calls and a list of the things that went well and what did not. If you can, have a sales manager listen in on one of your sales calls. Meet with them right after your call to get their thoughts on what worked and didn’t. The best salespeople can be honest and constantly improve their entire sales approach.
Follow these tips, and you’ll be on your way to closing more sales!
4. Listen Intently
You need to listen carefully to your leads to understand their needs. Pay attention to what they’re saying, and ask follow-up questions if necessary. This is critical to sending more quotes and writing more policies.
5. Convey empathy
As we mentioned, empathy is the key to creating a long-lasting business relationship with a lead. Your leads may be dealing with difficult situations. Therefore, it’s essential to convey empathy and understanding. Let them know that you’re here to help them and understand their situation.
6. Be Upfront
Be upfront with your leads about what you’re selling. Benefits, costs, and policy details should be at the forefront of your conversation. For example, if your policies are too expensive for leads, you want to know as fast as possible so you can focus on the next lead that comes your way.
7. Focus on Solutions
When talking to your leads, focus on the solutions that your insurance policies can provide. Help them see how your policies can help them solve their problems. Show them how your company can provide a solution to their needs, and they’ll be more likely to buy from you. This is also an excellent opportunity to show the lead how your company differs.
Follow up Every Time
Be sure to follow up with your leads after every phone call. Give them a call to check in. You could even go the extra mile and send them a thank-you note.
By following these tips, you’ll be on your way to connecting with customers and closing more sales. Phone sales can be a great way to sell insurance policies, but you need to be prepared, and you need to know how to connect with your leads.
If you’re ready to take your lead generation to the next level, consider HBW Leads. With HBW Leads, we’ll send qualified-exclusive leads directly to you or your sales team. Send more quotes today with HBW Leads.