I find that most insurance agents immediately start
“selling” these people on their services/products and try to convince them to
come into their office right away. There is a better, more strategic way to handle
this. Instead of jumping right into a sales pitch, try incorporating this “let
me see if I can even help you” offer into your dialogue. Let me explain.
For example, if someone approaches you about your
services, your first instinct may be to start trying to sell them on how and
why you can help them. Don’t do that. Instead, offer them an opportunity to
come into your office to talk to you so that you can determine (after closer evaluation)
whether or not you are able to even help them with their particular problem.
It’s a free initial consultation, free evaluation. (As always, make sure you’re
legal and compliant)
Don’t try too hard to sell them on why they should use
you. Instead, offer them your advice, and encourage them to come in for one
reason – to see if you can help them. Here’s the dialogue:
“Mary, I understand that you’ve had insurance for several
years. I don’t even know if I can help you, so I’d like to invite you into my
office so I can evaluate your insurance policy coverages, learn a little bit
more about your risk tolerance and then I can determine whether I can help you.
There’s no charge for this, but if I can help you, I’ll tell you what I can do,
and if I can’t, I’ll tell you what you should do.”
They will most likely take advantage of this opportunity
because there is no obligation and it costs them nothing. Then you have a
chance to really show them your expertise, share your knowledge and experience
and explain what you can or cannot do for them. This also stimulates fantastic
word of mouth.
Utilize this “let me see if I can help you” offer and
watch how much easier it is to get people to walk in your door.
To Your Success,
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