Successful Insurance Prospecting

2007-03-08 10:33:40

( Computers )



Insurance prospecting is the perfect way to spend your time if you are an agent who sells insurance for a living. If you find yourself with nothing to do yet you wouldn’t want to waste your precious time when it could be spent gathering clients, you should whip out your prospecting lists and start making calls.

Insurance prospecting can be done through cold or warm methods. Making cold calls is one sales prospecting technique where you call people whom you don’t personally know. Warm insurance prospecting is calling people who have contacted you at one time or another and signified interest in your insurance plans.

Before you go through the various methods of insurance prospecting, you need to have some prospecting leads first. These are people who can become clients or members of your sales team. Prospecting leads can be bought or can be generated through prospecting software. You can also generate this by making friends and chatting up with strangers.

Insurance prospecting is not easy for everyone. Those who have little talent in conversing would probably not be as successful as those who are masters at building rapport. Fortunately, there are some prospecting techniques that could help you bag that client.

You should establish common ground with your contacts. When you make your insurance prospecting calls, you need to engage in small talk that allows you to gather as much information as possible. Ask open-ended questions that will encourage your prospecting leads to speak. React and interact to your potential customers, share some information about yourself and make comments that your prospecting leads can relate to.

You should also work on your social skills, especially on your ability to memorize names. If you never forget the names of your prospects, you will probably be deemed friendly and trustworthy.

The real key to successful insurance prospecting, however, is to be always aware of potential prospecting leads. Always keep your eyes and ears open for some name that could be added to your prospecting lists. Always remember that everyone is important. Who knows, the woman your wife was blabbering about the other night can become your most important client.


All rights Reserved © Tradenet Services srl
Do not duplicate or redistribute in any form.