You want to sell insurance, but you also don’t want to go broke trying to do so.
While you can’t control the products available to you to sell, you can control your odds of closing the deal. And it all comes down to 2 things.
#1 Know Who You’re Talking To
If you’ve ever wasted countless hours speaking to someone in HR or a store manager trying to sell insurance products they don’t have the authority to make the decision, you get what we’re talking about here.
You need to speak to the decision maker. Plain and simple.
And that means – the business owner.
Getting Past the Gatekeeper
So how do you do it? Practically every business, no matter how small, has a Gatekeeper these days. That person’s main focus is to answer the phone and divert those that ask for the owner to another department or even take the message themselves in an attempt to wrap things up.
While getting on the phone is still an option, there are much better and more viable solutions to meeting with the business owner out there, and the best method is as old as time.
Introduce yourself in person. Face-to-face contact goes a long way in establishing a connection in our tech savvy world today where inboxes and screens are constantly flooded with advertisements and salespeople.
#2 Provide Old-Fashioned, Superior Customer Service
There is something to be said for quality customer service in our fast-paced society. When you take the time to do a little extra, people notice.
Oftentimes, superior customer service can mean the difference between you closing the deal and another insurance consultant down the street offering similar pricing and packages.
Always go in to your meetings with small business owners with an open mind and a willingness to genuinely help them save money, experience better care, and obtain full control over their health benefits plan.
It also helps to position yourself as their consultant – even if they haven’t signed yet. Many small business owners are unaware they can gain true control over their health benefits plan by switching to level-funded health benefits. They also aren’t aware of all the ways they can save on costs without losing quality coverages.
Or better yet – that they don’t have to wait until open enrollment to make the switch.
The Follow Up
Most insurance consultants don’t consider the impact a simple follow-up can have when they’re trying to sell insurance.
Set a reminder for two weeks after you meet with the business owner to follow up with them. Know that this follow up isn’t your standard check to see if they’d like to reconsider. Rather, this is a personal reminder of why you’d be the best consultant for them to work with.
Handwritten notes are a great way to follow up. So are emails and phone calls. Just make sure to keep it casual and leave the business out of it, unless of course, they bring it up.
Become a consultant with UAA today and start selling insurance that can help small business owners all over the nation.