I remember my first face-to-face insurance prospect appointment from many years ago like it was yesterday. Regardless of whether or not I sold that policy, all I wanted to do (at the time) was just get in and out of that house without appearing to be a bumbling fool in the eyes of my appointment. Since that first appointment I’ve learned a great deal from industry peers, mentoring, countless appointments and other training materials.
Under the assumption that you’ve already booked your appointment and have all the necessary information you need about your prospect, I’d like to share a few things I’ve learned about how to both prepare for, conduct yourself and/or sell once inside the appointment. Some of these suggestions may be common sense, but it’s all about the details and preparation. And as my Dad would say… you can take all of it, some of it, none of it and make it your own.
- Review all the information you have on your client.
- Based on prospect needs prepare different quote options in advance.
- Pack appropriate sales materials, applications and your client profile questionnaire.
- Show up a few minutes early for your appointment.
ARRIVAL AND APPROACHING THE DOOR
- As you arrive pay attention to the house, yard, kids toys, etc. and use this to break the ice if possible.
- Knock on the door and step back a few steps or to the bottom of the steps to show respect and help the prospect feel safe. This is important at times when meeting with certain demographics.
- Exchange pleasantries and respectfully ask if you may come in.
- As soon as you walk in be a private detective and look for things (pictures, pets, toys, unique items, etc.) to break the ice and build a rapport i.e. for the most part people like talking about themselves.
- If asked if you would like something to eat of drink… never refuse. It helps build rapport.
- Let the prospect lead you to where they would like to sit and talk.
Salesmanship is an entirely different blog and different for each of us based on the the salespersons’ experience, the prospect, the products you’re selling, personalities, etc. (Written by Cory Prado) Here are a few things that I like to keep in mind when meeting with prospects.
- Focus on likeability and building rapport.
- Identify their needs after understanding what they currently do or don’t have.
- Educate the client on the product(s) they are interested.
- Guide the prospect, don’t tell them, to the logical solution.
- Ask for the sell, but go at the prospect’s pace and never cross the line of being too pushy.
- Always end your meeting with the client having a clear understanding of what is expected next.
Above all else just remember that people buy from people they like, trust and feel are knowledgeable and will be more receptive to paying more for something if confidence in those areas are present.
BY: Cory Prado