Want to learn how to improve your sales process? Try looking at how you sell instead of how much you sell.
The days of the door-to-door insurance salesperson may not be what they were. Still, there is a lot to learn from that approach about how to improve your sales process. Whether that’s based on an in-person meeting or a phone call, the right sales process can go a long way in maximizing your phone lead generation and sales.
What about your current sales process? Is it generating the revenue you envisioned? If you know how to improve your sales process, goals become a reality rather than some magical hoped-for dream.
Find out how to improve your sales process in seven easy-to-follow steps.
Step 1: Identity achievable and measurable goals
It’s time to move beyond the ambiguous goal of “making more sales.” Closing a sale is great, but you need other measurable goals to understand where you are in the overall process and where your efforts may be falling short. AKA: Strategize around specific and achievable goals.
These goals give you an immediate target to meet. And achievable goals will help keep your confidence high, and we all know how important confidence is to success in sales.
Step 2: Establish your lead generation strategy
Most insurance agents use a blend of lead generation. Anything from referrals to social media posts to mailers. Although a good old-fashioned phone call is an excellent way to find new leads and keep in touch with warm leads.
Step 3: Identify your high-ticket leads
Your high-ticket leads have the following qualities:
- They have purchasing power (i.e., money).
- They make their own financial decisions.
- They need insurance immediately.
Early on in your interactions with prospects, you need to establish the presence of these qualities. Without seeming too intrusive, you can ask open-ended questions about what they do and what kind of insurance they need.
Having high-value prospects or leads can go a long way in closing a sale. A targeted approach to lead generation beats a fire-from-the-hip approach any day.
Step 4: Lead with your value proposition
Want to improve your sales process? Determine what your insurance policy provides that no other policy can. And don’t wait for your customer to pose this question explicitly. Put your value proposition front and center. Remember, too, that value is not a feature of your insurance, but a solution to a customer’s problem, whether that’s a different price or better service.
Step 5: Seal the deal — literally
A lot of insurance agents run into roadblocks with customers because the purchasing process is difficult. The easier that final step is, the better the results you’ll get.
Facilitate the process by addressing the following:
- Declaring the terms
- Showing all the potential costs (if you haven’t already done this)
- Offering payment options like installments
- Managing the client’s expectations of your product
The last item on the list is essential. This is because it allows you to set the conditions for your product’s success.
Step 6: Keep your word and deliver
This is arguably the real secret behind how to improve your sales process. Now that you have successfully sold to a client, you need to deliver on the promise you made about your product.
Insurance is a pre-need product, meaning that something needs to occur for your client to experience its benefits. So, displaying the deliverables may be challenging. In this case, what you can offer is assurance that when things go wrong, you will be ready to deliver the product purchased.
Step 7: Evaluate and tweak your process as needed
Your sales process may work for a while, but don’t let complacency get the best of you. As time passes, there will be leaks in your funnel you need to spot. These won’t necessarily be your fault; they’re just the results of changing circumstances and customer needs.
Whatever the case may be, perform a regular assessment of your process. Identify where you’re experiencing difficulty and what trips your customers up.
Learning how to improve your sales process doesn’t need to be complicated. In a nutshell, assess your process in these areas:
- Your objectives
- Lead generation strategy
- Your customers
Then all you need to do is deliver your products and improve your process as needed. By improving your sales process, you maximize your chances of successful sales.
If you’d like to save time generating top-notch leads for your insurance agency, contact us today at HBW Leads. With HBW Leads, you can save time using our tried and tested expert lead generation strategies.