Editor’s note: This post was originally published on 4/21/17 and has been updated for accuracy and comprehension.
It’s the lifeblood of your life insurance business.
Sales drive your revenue and keep your company afloat.
A good sales process is one that is fairly simple. Overcomplicating things puts tension along the buying journey for your prospects.
Your approach should put customers at the front-and-center, define who the best prospects are for your business, treat those customers well, and engage them with valuable, relevant content.
Develop a life insurance sales process
Here are some key things to remember to develop an effective sales process, which will ultimately create an engaged customer base and increase revenue.
1. Focus on "good" clients
It’s easy to tell when a bad client comes your way. They ask copious questions, are never ready to buy, and when they are ready to purchase, are interested only in the cheapest price.
But have you been able to pinpoint what makes a good customer? These valuable people are ready to pull the trigger, they understand the value of good advice and your products/services and they will recommend you to family and friends with no reservation.
If your current book of business isn’t comprised of many customers who fall into the “good” category, it’s time to grow that number. (Another indicator of bad customers? You don't find yourself servicing them.)
Gather up data about where you found these customers, and then leverage that information to develop a strategy to turn prospects and customers into good ones.
Here’s a great piece of news for you: You no longer have to try to broadcast your sales message to a huge number of people, hoping it will “stick” to a few.
Today’s best sales tactics focus less on volume, and more on quality.
When you’re prioritizing your ideal customer, you’ll still get a number of leads, but at the same time, they’ll be better, higher-quality leads.
Talk to these prospects as much as you can, on a variety of devices and channels, and then build on these tactics by evaluating how effective the messaging is.
Getting a look at the granular level allows you to make changes that directly impact the success of your sales process.
3. Learn from the pros
There’s something inspiring about looking to the pros to see how to do prospecting and sales right.
Amazon is a great example of how to do customer-centric sales well. Every employee is required to attend call-center training annually, and board meetings always have a seat empty to represent the customer.
Little tricks like this will help you keep your customer – not your business or your bottom line – at the forefront of your sales process.
Put customers first for more life insurance sales
When you make it about customers, you’ll naturally build a sales process that invites prospects into your business, where they will feel comfortable enough to stay, trust, and make a purchase.
Lay the right foundation for your sales process. Understand your prospects so you can shoot at the right target, prioritize leads by creating effective messaging, and get insights by looking to industry leaders.
How to develop a life insurance sales process
- Focus on "good" clients
- Learn from the pros