As an insurance agent, one of your top priorities is boosting sales. With all the sales information floating around it can seem daunting to find what actually works. Luckily, there are techniques for selling insurance that you can use straight across the board. But it’s also good to appeal to clients only wanting certain policies.
And, since having auto insurance is a need of almost everyone, it’s a good place to start.
Here are three tips to boost your auto insurance sales that you can start using today.
1. Know Your Product
Whether you are an independent agent or a captive agent, you need to know your products like the back of your hand. Prospects do business with people they can trust. If you’re stumbling over your words when asked specific questions about your auto insurance products, you need to hit the books!
Knowing the details of your products will help you better communicate to your prospects why your insurance policy is the one they should buy. In turn, you will look more professional and trustworthy.
You should also learn how premium is calculated for your auto policies. For instance, are there discounts for married couples, certain age groups, or homeowners? How heavily is a credit score weighed when determining the premium?
By finding the answers to these questions you’ll be able to better pinpoint your ideal customers. This leads us to tip number two.
2. Pinpoint the Best Candidates
If you know your product and were able to seek out answers to the questions above, you should have a good idea of who will qualify for the best prices.
This is where combing through your aged insurance leads and compiled data comes in.
Search through your aged leads and compiled data to find the prospects who look like the best fit for your ideal auto insurance products. By using this information, you’ll be able to narrow prospects by credit score, location, age, gender, marital status and more.
This will remove much of the guess work out of your marketing plan.
3. Focus on Marketing
Now that you have a list of ideal prospects for your auto insurance products, it’s time to develop a plan. You can start by sending letters of introduction to your prospects letting them know that you’ll call them in the near future.
After a letter has been sent, call the client and try to set up an in-person interview or offer to give them a free quote over the phone. If you’re able to save them a substantial amount of money and come off as professional and personable you shouldn’t have much trouble closing the sale.
If, after the phone call, the prospect still seems a little on the fence, send up a follow up email, letter, or thank you card thanking them for their time. If you can show your prospects that you have their best interests at heart, they will want to do business with you.
Try and Try Again
Not all sales will be closed on the first try. Sometimes it takes several attempts to really catch the attention of your prospects. But by knowing your product and taking the time to really narrow down your prospect list, you’ll be well on your way to boosting your auto insurance sales.
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