How Great Phone Etiquette Can Help Seal the Deal

How Great Phone Etiquette Can Help Seal the Deal

One of the top mistakes made by health insurance agents is to think that once the leads have been purchased their work is done.In reality, first contact with a potential buyer is the make or break moment, and proper phone etiquette can go a long way toward building a positive client relationships.

The first thing to be aware of is that even though they may have requested it, it's natural for people to be somewhat defensive when first contacted by phone you are, after all, imposing upon a person's regular home life and schedule. Obviously, it's always best to start off with a polite and courteous opening to put your potential customer at ease and make them more open to your pitch.Keep in mind that they may have filled out several forms and been contacted by several different agents by the time you get to them, so it's possible they're already frustrated by the amount of calls they have had to field, and a pleasant first impression can make you stand out from the rest of the crowd.

Be sure to identify yourself clearly, and try not to get too bogged down with details on how you found out about them or vice versa.Just ease into your pitch and offer your services in a friendly and confident manner. If they are not open to the phone call, politely ask if there could be a better time to catch them. Often a "no" can really mean not right this minute, and by showing that you respect their time you will be able to schedule a second phone call with a much more receptive potential client.

Even if you've gone through your pitch and the lead says they are not ready to commit to anything at the moment,ask if it's ok to send along some supplemental information that they can browse at their leisure. If this is as far as you get, it's still a great foundation to build a future business relationship upon.

Remember to practice your sales pitch beforehand to work out the kinks and become confident with your material.It can be valuable to work through several different scenarios and common responses, so that you are as prepared as possible before you pick up the phone. Additionally, see if you can find a way to move beyond the initial pitch, making a personal connection with your potential client. Ask open-ended questions, listen to what your lead is telling you that they want and need in an insurance policy.

Last but certainly not least, be ready to close the deal when the time comes, and be sure to follow up on all leads in a timely manner.The more persistence you show, balanced with a professional and likable manner, the sooner you'll be on your way to your next successful sale.

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