Whether you’re talking to new insurance leads or aged homeowner insurance leads, your first instinct is to start pitching your product right off the bat.
You want to convince the homeowner that your policy is the best possible choice, so you end up talking at them instead of with them.
No matter how compelling your argument may be, your prospect’s eyes will soon glaze over with boredom if you’re the only one doing the talking.
In order to win sales, you need to actively engage your prospect in the conversation. One of the best ways to do that is to ask open-ended, probing questions. If you’re stuck for words, try these conversation starters.
1. Can you tell me about your experience with homeowner insurance?
This question serves several functions.
First, it will let you know if the prospect is currently working with another company. Second, you’ll get to hear any complaints the prospect has about his or her current agents.
Make a mental note of these complaints so that you can avoid committing them. Finally, you’ll learn whether your prospect’s feelings about insurance are strongly positive, strongly negative, or neutral.
2. Ask about their background
This should ideally be done at the beginning of the conversation. Find out what they do, who they live with, and if they’re the sole decision maker.
Their answers will help you determine what to offer them and how quickly you can close a deal. If they have to factor in anyone else in their decision, think about what you can offer that would appeal to everyone involved or suggest that the three of you discuss options.
3. What are your biggest insurance concerns right now?
Once you ask this question, listen intently while the person answers.
Focus on making mental notes that you can use later rather than on formulating a response to deliver as soon as the prospect stops talking.
If you sense that you’re not getting the whole story, continue asking neutral questions like, “what else concerns you,” or “can you tell me a little more about that?”
4. What do you like about your current insurance providers? What do you wish you could change?
If you’re dealing with aged homeowner insurance leads, they likely already have an insurance provider, but that doesn’t mean that they’re perfectly happy with the arrangement. Make a mental note of their compliments and complaints.
5. What would your ideal insurance policy look like?
In psychology, this is called the “miracle question.”
It allows the prospect to dream about the best possible scenario and lets you know which aspects of your company’s policies and services to focus on when it’s time for you to deliver your sales presentation.
If your prospect seems to want two contradictory things, ask them to clarify: “I understand that you’re shopping around for a low price. In order to get the best price, would you be willing to give up coverage on A, B, or C?”
6. What will it take for me to earn your business?
Most salespeople hate asking this question, but if the prospect answers honestly, you’ll get all the information you need to close your sale.
Of course, it’s vitally important for you to be familiar with all the products and services you can offer a potential insurance buyer, but it’s equally important to allow that buyer a chance to express his or her wishes and needs.
7. Have you received quotes from other homeowner insurance companies?
Some people are comfortable answering this question while others will dodge it at all costs. Your point of asking is to:
- Understand their level of knowledge of the market
- Determine how many competitors you’re up against
- Customize a policy that’s better suited than those from other companies
You may not get all the information you’re looking for, but it never hurts to ask.
8. What is your current premium? What is your budget?
Once you know what a consumer is currently paying, you have a baseline for what they’re able to spend in the future. You can then lead into their budget with the goal of determining if they’re okay with spending more money.
9. What discounts do you currently receive from your home insurance provider?
Every home insurance company offers discounts, such as multi-policy discounts, no-claim discounts, and security system discounts.
Many consumers don’t realize that they’re missing out on common policy discounts. Pointing these out during the sales process will give you a leg up on the person’s current carrier.
10. What questions can I answer? Is there anything I failed to mention?
Finish with this question so that the consumer has the opportunity to ask questions that you didn’t address.
If you don’t do this, you may end your conversation without providing all the information the person needs to make an informed decision. It also gives you a better idea of how you can improve your sales process in the future.
Next step—buy aged leads
Are you ready to ask these questions, among others, to a long list of home insurance leads? If so, you’re in the right place.
Quickly and efficiently browse Aged Lead Store’s database of insurance leads. As you become more comfortable with recycled leads and how to work them, you’re in a position to boost sales and revenue.
Photo by Kindel Media
