Selling home insurance online isn’t the anomaly it once was, but it does take some adjustments from agents. Discover five ways to improve your salesmanship through the screen.
Because of COVID-19, Zoom is a household name. With a few alterations, selling home insurance over this cloud-based communications app became the new normal for agents.
If you want to take your career to new heights, it’s essential to hone your Zoom skills. After all, it’s a safe, fast, and affordable way to reach ideal audiences. But you can’t do things exactly the same way as you would in person. Here are five best practices for engaging clients and prospects with your Zoom interactions.
Selling home insurance on Zoom: 5 Steps to success
1. Familiarize yourself with Zoom functions.
Do you remember any embarrassing Zoom meetings that went viral for the wrong reasons? What about the attorney who showed up to a virtual court in Texas with a filter on that made her look like a cat? While this may be funny at first, you want your clients to see you as an authoritative agent, not a jokester.
For this reason, it’s crucial to familiarize yourself with Zoom functions. If you’re going to use the software to close deals, it’s only fitting that you know what every single button does.
Zoom offers HD video and audio functions, group meetings, webinar capabilities, and breakout rooms. Try them out with your colleagues, family, and friends before using them with your prospects.
2. Practice your tone.
When you set a face-to-face meeting with a client, you can use various strategies to make a good impression. For example, you can wear a luxury watch to prove your financial stability, make eye contact to show empathy, or offer a firm handshake to appear confident. However, if you’re selling home insurance via Zoom, you don’t have these handy tools at your disposal.
Instead, you can control your voice and choose your words carefully. When speaking to a potential client, you have to speak up. While you can’t sound bored during your presentation, you also shouldn’t rush your words.
Watching your tone is one of the most foolproof ways to enhance your sales call results. Use it to your advantage by using strategic inflections in your voice. Try recording yourself to find opportunities for improvement before using your latest pitch on a client.
3. Consider every Zoom interaction to be an actual meeting.
Making the most of technology on your side is one of the most common productivity tips for agents worldwide. After all, software like Zoom eliminates long travel times.
However, whether you work from the office, a co-working space, or your living room, it’s essential to treat every Zoom interaction with the same gravitas as an actual meeting.
Think of your pre-game routine before the pandemic. You should be following the same process: Look your best, prepare your lines, and be on time. Remember, the same business rules apply both online and offline.
4. Use temperature check language.
Probably the biggest downside to Zoom communications is that you have to compete with so many distractions, including TVs, phones, and chores.
When it’s your turn to speak, there will always be moments when you’re unsure if your message came across clearly. Perhaps your prospects didn’t react the way you expected or didn’t respond at all.
In a physical meeting, you can easily detect such instances. However, Zoom meetings require a different technique. Once in a while, you can ask questions like:
- Did my presentation make sense?
- Do you have a requirement that this product doesn’t address?
- What questions do you have about this policy?
Doing so always reverts your client’s attention back to you and allows you to adjust your pitch to their needs.
5. End on a high note.
If you have bad news for potential clients, like higher premiums, deliver them up front. If possible, discuss solutions or viable options.
Before you say goodbye to a prospect, review your discussion, share motivating statistics, and drop any good news you might have, like an exclusive bundling offer. Doing so will leave your customer looking forward to hearing from you.
Afterward, thank your client for taking the time to meet with you and schedule your next appointment to sustain your momentum.
Selling home insurance doesn’t have to be overwhelming.
Methods for selling home insurance have had to change because of COVID-19. However, with good sales habits, you can address modern consumers’ needs with the help of modern technology.
Do you want to simplify your online sales efforts even further? You can purchase quality leads from a trusted provider like HBW Leads.
With a company like this on your side, you can engage and convert qualified and exclusive leads who are already interested in your products and services. Contact HBW Leads today to boost your sales!