We can certainly thank the major insurance carriers for making insurance products a commodity, like a garbage disposal, car wash, drive through pizza, and now even a haircut. It all has to happen fast and cheaper than your competitor, or you are asking x-dating every lead that shows up in your inbox. “Give us 15 minutes and we’ll save you 15%.” “With my company you can save you that much in half the time.” Do you think those commercials have an effect on the way you do business? You bet they do. We can complain until the cows come home, but the big guys will just spend more money making consumers think we are selling garbage disposals.
Set Yourself Apart
Have you ever had a boss tell you that if you are going to complain about something, you better have a solution? So then, put your thinking cap on and come up with something that sets you apart from the other guy or girl. Here're a few things that will likely show Mr. Prospect that you are better than the agent who has been licensed all of two years now and is working from his parents’ basement:
- Send a short bio about you with a picture when you send your intro email.
- Pick up the phone the second that lead hits your inbox.
- Poke gigantic holes in your competitor’s quote. Talk about stuff like, did their quote include hired and non-owned auto, how much medical payments are they offering and did they mention cyber liability or data breach? Then simply start talking about those important coverages that aren’t included in that quote. Do you want cheap or good?
- Let that contractor know that you can turn around a certificate within an hour or two and then make sure you do it.
We all know that an online prospect is a shopper, and you will need to quote low and fast, but don’t be afraid to talk about insurance and how it will protect them. You’re the authority so act like it. Ask questions. Then ask some more questions. While you are learning about your prospect, they realize that they have a person on the line that knows their stuff. You know what most people complain about so attack those issues, and your prospect will begin to trust you right over the phone. Build rapport and then close the sale with confidence.
Since we know that comparison shoppers demand choices, give them some. Offer two or three choices at the most, but always, whenever possible, give them more than one. They will come away from the call feeling like they had options and made an informed decision. They’ll love you for it and tell their friends and co-workers. Nothing better than that!