<p>You're new on the job and your Unit Manager places you in a cubicle during the prime evening hours, places eight scripts in front of your face, and gives you the logo next to each lead which identifies which script they should use when prospecting someone.&nbsp;</p> <p>This approach has worked for decades.&nbsp; Let's face it, times have changed.&nbsp; What I am about to present is something completely unheard of.&nbsp; If you sound like you have less of a handle on your product or service and offer to "test" it, than you will maximize results.&nbsp; What do I mean?</p> <p>Growing up as children and progressing through grade school we were always taught it is unacceptable to not know.&nbsp; "I don't know" demonstrates lack of knowledge of a particular subject matter, or that you lacked to commit time to learn that material.&nbsp; Therefore, why would you want to actually utter those words in a professional environment?&nbsp; Why?&nbsp; Because it works.</p> <p>What I am not suggesting is to deviate or completely rid of all scripts currently in place, but rather tinker with or, enhance them a bit.&nbsp; (If I may deviate from this just a bit, someone is currently reading from a script as I write this article).&nbsp; What one should do is become more personable.&nbsp; On every script, what does it first state?&nbsp; It first states to identify yourself I am so-and-so from XYZ Company, may I speak to Mary Smith?&nbsp; What does this do?&nbsp; This already puts the clients' defenses up.&nbsp; The last thing someone wants to hear is a twenty-five year old sitting in a cubicle to recite an unfamiliar script.&nbsp;</p> <p>Do <em>not</em> ask them for the sale or to come by their home directly.&nbsp; I cannot stress this point enough.&nbsp; Sure, there are some who will need insurance badly enough (or at least feel they do) and allow you to come by, but the majority will decline your efforts. It is imperative to&nbsp;become personable.&nbsp; Many&nbsp;insurance industry professionals feel that they are personable by buildiing rapport for a few minutes and&nbsp;then getting down to business.&nbsp; Though this helps, this does not make <em>you personable</em>.&nbsp;</p> <p>The following are some tactics which should be put to use to allow for a higher and more steady conversion rate which touch on all the points aforementioned.&nbsp; When the prospect answers, call their name out.&nbsp; Do not say Mr. or Mrs. because this is too formal.&nbsp; Say "Mary, hello how are you doin?"&nbsp; They'll usually reply to that.&nbsp; Without hesitation, ask "Can you do me a favor?" Even if they do not know who you are, they'll usually respond yes to this because most do not object to helping.&nbsp; Then say, "I'm sure this does not apply to you, I was just wondering if you knew&nbsp;any person or family&nbsp;who would be in need of counsel financially or for insurance purposes?"&nbsp; What you have done here is planted the seed.&nbsp; You have erased all the tension and broken down the barriers by not asking them directly.&nbsp; If you had, the conversation would have abruptly ended by this point.&nbsp;</p> <p>This next step is where being truly personable helps.&nbsp; They will either give you a yes or no answer to that last question.&nbsp; If they say "no, not really", that's great!&nbsp; You've planted the seed and done it in such a way that now they trust you then the person reading the high-pressure sales script.&nbsp; If they say "yes", Really?&nbsp; Well, tell me about them."&nbsp; Actually show by you care by digging deeper questions on the phone (though not too&nbsp;deep because that will eliminate your need&nbsp;for having to meet with the prospect) and follow their answers up with questions. For instance, if they mention&nbsp;"well I know that my brother's been on unemployment lately and&nbsp;the only insurance he had was through his job." You would say, "Oh, so he's unemployed and the only insurance he had is through his job?&nbsp; Tell me about that."&nbsp;&nbsp;Essentially what you have done with these&nbsp;steps is&nbsp;alter a pressure situation which goes&nbsp;into your favor <em>and </em>still allows you&nbsp;to maintain control.</p> <p>You have one of two choices of how you would like to attempt to make field appointments.&nbsp; Using the method I have explained here or, if you like&nbsp;rejection, feel free to read off pre-printed scripts&nbsp;verbatim.&nbsp;</p> 2008-11-19T13:15:14Z -15.1007 247 2269 true 8 21341 indirect-marketing-approach 0 2008-11-23T17:32:35Z 2008-11-23T17:32:35Z

The indirect approach can be useful for many markets but particularly the insurance industry. The following article explains how to sell policies without actually coming across as an insurance agent.

0 2009-02-24T09:47:16Z