How to increase insurance sales: your value propositionArticle added by Dan Viñal on October 14, 2011
Dan Vinal

Dan Viñal

Joined: May 02, 2007

If your attitude, style, method or process reflects a sales orientation, the surest way to increase insurance sales is to change from selling policies, to helping clients make smart buying decisions. Of course, you might already be doing this. But are you telling people this is what you do?

Empathy is the single most important factor in sales success

Research has shown that people do not want an agent whose sole objective is to get the application and collect the check. People want an insurance agent who helps them, not an agent who sells them. They want a friendly, honest agent they can trust, who has both the resources and the knowledge to:
  • help them understand their needs
  • correctly answer their questions
  • make suggestions or recommendations
  • help them understand their choices
  • guide them in making smart decisions
They want someone who will stay in touch, and periodically review and update their coverage. So if you want to know how to increase insurance sales, begin with your sales process.

Stop selling and start helping

If your attitude, style, method or process reflects a sales orientation, the surest way to increase insurance sales is to change from selling policies, to helping clients make smart buying decisions. Of course, you might already be doing this. But are you telling people this is what you do?

Your business value proposition

Here's a very easy and effective way to increase insurance sales while building your business with additional sales to existing clients and generating qualified referrals to new clients too. Begin by creating your own value proposition statement — something like this:

I am a friendly, honest insurance professional. I maintain the resources, the information and the knowledge to:
  • help my clients understand their needs
  • correctly answer their questions
  • make suggestions or recommendations
  • help them understand their choices
  • guide them in making smart decisions
I review each client's coverage every year, and make suggestions for cost reductions or improvements. And I do all that I can to save my clients money on their insurance. Would you like to be my client?


How to increase insurance sales with your value proposition

Next, have your value proposition printed out on a 3" x 5" full-color postcard, along with your photo. On the back of the postcard, print the following:

Please visit my website to learn what I do for my clients, and what I can do for you too.
www.mywebsite.com


Now keep these cards with you and put them into the hands of everyone you know and everyone you meet. Hand these cards out to everyone you do business with too.

Tell everyone that you are always looking for people you can help with their insurance and hand them the card. Most people will immediately read the card and then flip it over to see the invitation to visit your website. But be sure to make note of everyone you hand a card to, so that you can follow up with a reminder phone call — even if you only leave a voice mail message.

No gimmicks or techniques

Not only do people appreciate the refreshingly honest and direct approach, but those who respond are predisposed to working with you — which shortens the sales process considerably. And the more cards you hand out, the more productive activity you will develop, which naturally results in more sales opportunities that develop into long term client relationships.

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