Selling Insurance, how to cross sell insurance
In my 13 years plus selling insurance I have tried many different techniques. Cold calling, verified leads, cross selling among others. One common thread that I have found in a successful sale is customer confidence. The way you conduct yourself and represent your company is of the utmost importance. You need to read your client and try to be on the same level as they are. If they are the relaxed type stay relaxed, slightly informal but maintain an attitude of confidence and professionalism. If they are the more uptight type of client you may want to maintain a formal and direct approach to your sale. I will attempt to explain a few methods that may bring you some success.Cold calling
This is probably the most difficult and possibly the least productive of all techniques that I have used. Even so, when times are tough you do what you have to do. This is the way I started my agency, and I built from there.
You should know what you’re up against when cold calling, you may have interrupted the person you’re calling, they don’t know you, and they think they don’t want to know you. These are two of the main problems that immediately come up.
With the odds against you, make the call anyway. Start with a greeting and introduce yourself and your company. It is best if you can ask them to let you quote at least one line of insurance then and there, but if your potential client seems hurried you can offer to make an appointment to call back so they are ready and in the mindset of insurance. This will make the sale easier.
Your Introduction should sound something like this:
Cold calling script
Hello can I speak with Mr. Smith? Oh Mr. Smith this is John from such and such Insurance and I am calling you today to offer you a free quote for your auto insurance. It will take just a few moments and I can go over some of your current coverages you have now. What company do you currently have for your auto
