6 Tips to Perfect Your Insurance Sales Call 

In our tech-forward world, a lot of focus on attracting new customers is paid to digital means. Yet, such a large part of sales in the insurance industry are based around tried-and-true cold calls.  Sales calls still prove to be very successful at closing new deals and attracting new customers, especially for independent insurance agents who target local customers.   If you find that you’re struggling with cold calling, or are looking for ways to improve it, follow below for our 6 tips to perfect your insurance sales call. 

Have Confidence

One of the most important aspects of cold calling is confidence. Customers can sense on the other end of the line whether you’re confident when you call them, and they’re more likely to trust and believe someone who they think exudes confidence.  To do this, you must first be confident in the products that you are selling. After all, if you don’t believe that the insurance products you offer are good for other people, then how can you expect them to believe it?  When you’re confident that your insurance products are beneficial to others, you’ll build confidence in yourself and your ability to make cold calls. 

Listen

Too many insurance agents talk excessively during cold calls. And while you certainly need to explain who you are, what you’re doing and how you can help customers, you also need to listen.  You can learn a lot of information from a customer in a short amount of time if you just listen. The responses to your questions can help guide the rest of the conversation — whether they already have insurance, what their family situation is like, if they sound interested and so on.  All of this information will be useful for you as you continue to prospect, even if you don’t sell them a product right then and there on the phone. 

Be Positive

You should always strike a positive and happy tone when cold calling. Not only does this make you sound inviting, but it also builds up the people you’re calling.  When you sound excited and engaged about your products, it’s more likely that other  people will feel that way, too. This could ultimately encourage them to remain on the phone with you longer, which will give you more time to sell them on your products.  Not only that, but staying positive on calls will help you overcome rejection easier so that you can move onto the next one. 

Don’t Give Up

Building on that last point, one of the biggest factors to insurance sales call success is not giving up. You are likely going to face rejection well more than you are going to close deals during sales calls, which means you need to figure out a way to not let that rejection get to you.  Every agent’s success rate is different, but you may need to make 10 cold calls before you even get one person who’s interested in listening to what you have to say. Even then, that one person might not turn into an immediate sale.  Through all this, you need to remain resilient, bounce back from rejection and move onto the next one with the same energy, excitement and vigor as the last. 

Make More Calls

Insurance sales calling is a numbers game. The more calls you make, the more sales you’ll have a chance to close. Not only that, but the more calls you make, the better you will get at perfecting and optimizing your sales pitch so that your conversion rate goes up.  So, one of the biggest tips you can follow to perfect your insurance sales call is to simply make more calls. Build your prospect and leads list so that you have plenty of people to call, then set aside the time to hit the phones aggressively. 

Be Prepared

Proper preparation will lead to a better success rate with insurance sales calls.  Practice a script or at least have a general idea of what you’re going to say and how you’re going to say it. Prepare responses to the most likely objections people are going to throw at you.  In addition, be prepared for all the outcomes that could happen from the call. This includes having to leave a voicemail if no one answers; responding to questions, concerns and objections; not becoming overwhelmed if someone gets annoyed and/or angry; and also being able to close a product then and there if someone’s interested.  Taking the time to properly prepare for all possible outcomes will give you the best chance of closing a deal — whether that happens right away or following a future interaction with a prospective customer. 

Discover the Good Life

At Good Life Insurance Associates, our experienced insurance sales associates are here to provide support and training for both new and experienced agents. To learn more about us, remember to explore our business support services. Or, to speak with a member of our team about your journey to becoming an independent agent, contact us today!