In the insurance business, you have certainly come up against leads that did not work out.
You left messages that were not returned; you called repeatedly with no answer.
This can be discouraging, but calling does not have to be this way. There are a few things that you can do to make sure that people call you back quickly, and that they call you back often.
Below are some insurance sales tips to help you have better success with the calls to insurance leads that you already have. If you follow these basics, you will not be wasting your time making contact.
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1. Keep it simple
Don’t go into too many of the details in the message; just keep it to the bare bones.
No one wants to stand next to their answering machine or sit with their cell phone to their ear while you try to explain an entire insurance policy.
That’s boring. They will give up.
What you want to do is just give them a small taste of what you have to offer, enough to make them want to call back.
2. Keep it short
Similarly, do not drone on for a long time.
If you can keep your messages to around 30 or 40 seconds, that’s great. If you can get them down to 15 seconds, that’s even better.
People will not listen for a long time. They have a lot to do.
If you can get your message in quickly, they will be more prone to listen to everything that you have to say.
3. Make it personal
If at all possible, give the message a personal touch.
This should start with their name; open the message by saying hello to them specifically so that they don’t feel like you’re leaving generic messages on hundreds of other machines—even if that is exactly what you’re doing.
If you know anything else about them like why they wanted insurance to start with, how insurance can help them in their specific situation of being in school, going to work, and the like, make sure that also gets into the message.
4. Give them a deadline
Tell them why they need to call you back quickly.
Maybe you can give them a sale that will end at the close of the month. Maybe you can give them a good deal for getting back in touch with you in one day.
Whatever you can do to make them feel like it’s in their best interests to call you back promptly, do it. Don’t command it, however; show them why they want to.
5. Sound like a professional
Don’t mumble. Speak in a clear voice and enunciate your words. Sound upbeat and positive. You want them to think that you’re a friendly person who can also do a great job, a person who will work very hard for them. This way, it will sound attractive to work with you.
6. Follow up with a text or email
Just because you leave a voice message doesn’t mean you have to stop there. Follow it up with a brief text message or email. Here’s an example text:
“Hey [first name], I just left you a voice message and wanted to follow up via text. Get back to me when you can. I found a couple of new discounts that will save you money.”
It’s short, intriguing, and to the point. It also gives the person another method to respond.
7. Talk dollars and cents
Everyone wants to save money. That’s the one thing you can mention in your voice message that always improves the likelihood of a callback. Try the following approaches:
- I found a new discount that I think can save you money on your monthly premium
- Premiums are lower than the last time we spoke
- A few things in the industry have changed, and I can save you hundreds of dollars
Don’t go into too much detail. A simple mention of dollars and cents is all that it takes to pique the prospect’s interest.
8. Mention something personal
Yes, the primary purpose of your call is business.
You want to sell the person an insurance policy and they know that. But that doesn’t mean you always have to talk about insurance.
For example, talk about a prospect’s favorite sports team or vacation destination. This breaks the ice and provides them with a greater level of comfort.
9. Use your sense of humor
As noted above, you want to speak like a professional.
Don’t leave a voice message in the same tone as you would your best friend. However, it’s okay to let your sense of humor or human side show through.
This shows the prospect that you’re human. It shows them that you’ll be enjoyable to speak with, not a stick in the mud. Try it. You’re probably more entertaining than you think.
10. Don’t leave a voice message
Despite everything we’ve just told you—this can actually work in your favor.
If you know that the person has your number, don’t leave a voice message, and then monitor your phone carefully to see if they call you back. The intrigue of not knowing what you want may be enough to push them into dialing your number.
Are you ready to grow your list of leads?
The more prospects you have on your lead list the greater chance there is of consistently making sales. For that reason, you must know how to keep your list full.
It doesn’t matter what type of leads you’re interested in, from home to auto to life, Aged Lead Store can help.
Our aged leads are both affordable and of the highest quality. With these attributes, you can confidently rely on us for all your lead needs.
Photo by Anna Shvets