Editor’s note: This post was originally published on 7/25/17 and has been updated for accuracy and comprehension.
8 Tips for Life Insurance Prospecting
- Schedule your day
- Focus on your target market
- Establish a strong social media experience
- Follow up
- Be confident
- Understand when it's not a good fit
- Communicate effectively across all mediums
- Work on building relationships
Each salesperson has their own way of doing things.
The most successful ones know that habits and attitudes can make or break a sale.
The way you organize your time, where you put your focus and how you handle your social media presence (and more) all have an impact on how effective of a salesperson you are.
The same can be said for the mindset with which you approach your personal interactions with prospects.
Here are some tried-and-true methods for reeling in prospective clients.
1. Schedule your day
Your work life is busy and it’s easy for the day to get away from you when you’re jumping from one thing to the next.
That’s why it’s important to set aside a certain amount of time each day to make contact with potential clients and follow-up on leads.
2. Focus on your target market
Nail down a profile of what your ideal customer would be like. One way for you to do this is to take a look at your five best clients and your five worst clients. Compare and contrast and use that data to help you narrow in on your target.
Why is this so crucial? Because these are the people who have been identified as most likely to need your products. When time is an issue, as it seems to always be, you need to focus on the right audience.
3. Establish a strong social media presence
If you don’t already understand the power of social media, you’re a little late to the party.
But, don’t worry! It’s never too late!
Your prospects are already online. Why not use that to your advantage? Start conversations, interact with people in your community and establish your brand’s authority and expertise.
4. Follow up
Your first contact with a prospect probably won’t result in a sale.
It’s vital that you’re intentional about consistently following up with potential clients who aren’t ready to commit. Continue to call, email and meet with these prospects.
Following up in a timely manner is crucial. Keep at it while you’re still fresh in their mind.
Here are some additional strategies to keep in mind as you interact with your prospects.
5. Be confident
People can tell if you’re confident or not. Use the way you speak to exude assuredness in what you’re telling them.
They’re more likely to have trust that you have the solution for their problem if you’re confidently explaining why they need what you’re offering.
6. Understand when it’s not a good fit
Being able to read people is a necessary skill. Know when to back off and divert your efforts to a more likely candidate.
7. Communicate effectively across all mediums
It’s possible that you may make your first contact with a prospective customer via a phone message or an email.
If you’re leaving a voicemail, speak distinctly and keep it short ‒ no more than 30 seconds. Then state your phone number - twice.
With emails, focus on the subject line. Make it attention-grabbing so that your prospect wants to read the body of your email.
People notice and appreciate effective communicators.
8. Work on building relationships
Ditch the script and be a good listener. You want potential customers to know that you’re committed to helping them find the best solutions, as opposed to selling to them.
Be humble. Make your prospects feel that each interaction with them comes from a desire to help.
Changing the way you do certain tasks or taking a new angle when interacting with your prospective customers can boost the amount of people who move from prospects to actual customers.
Speak with confidence, but remember that building a relationship will be more beneficial to both you and your clients.
When your communications aren’t face-to-face, be intentional about your tone and the way in which you speak and write.
Keeping these tips in mind can result in greater success for you and satisfaction for your customers.
Which of these ideas are you looking forward to implementing into your prospecting routine?