As if selling insurance hasn't always been a challenge you can thank our friends in Washington D. C. for making it even harder. Yep, thanks to the government's failure to sound the alarm before it became a crisis, and ineptitude dealing with the crisis once it hit Uncle Sam has created a very special new client for you. Your new potential clients are scared to death and guard their wallet like a junk yard dog.
Does this mean you're doomed to fail due to circumstances beyond your control? Absolutely not; in fact, you've never had a better shot at succeeding beyond your wildest expectations than you do now. However, you can't keep doing what you're doing now and make it work.
Cold calling has always stunk. It took a ton of time to produce a ridiculously small number of low value appointments. Cold calling was the gut it out approach you used in the beginning just to survive. What you'll discover now is people are even quicker to reject you than they ever were.
Remember, they're scared to death they're going to lose everything they've worked their entire lives to get. They're worried they don't have enough money set aside to get through this crisis. They're scared to death their job will be the next one to get cut and they don't know how they'll survive without a regular paycheck.
They have zero tolerance for spending money for anything over and above the basics. Face it, as they look over their monthly budget and what they can cut insurance ranks up there at the top of their list of things to cut. They aren't exactly anxiously waiting for your call, and they throw your pre-approach letters in the garbage unread unopened.
Like it or not, if you're going to be counted among the victors who make it through this crisis smelling like a rose you're going to have to make some changes in your approach. You're going to have to do some things you never did before because you were either too lazy to do them, or you didn't know you should do them. Most of all you can't afford to waste valuable time chasing after the wrong people.
The producers who do these three things will be the ones who out sell all their counterparts and build a recession proof business that takes care of them now and always. First, you have to sharpen your knowledge about the best clients for you and know how to get their attention and interest. Second, you have to adapt and align your products and services to meet your best clients where they are now with their current challenges. Finally, you have to completely change the way you talk about what you can do for your potential clients so you can eliminate rejection by removing the barriers before they have a chance to go up.
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Increase Sales Coach Cheryl A. Clausen Gets Results Sales Training Can't BECAUSE it's never just a sales issue