Three Possible Outcomes to Every Sale!

[xrac]

Because I don't want everyone to be my client. Some people are headaches waiting to happen.

I know what you mean. There are some people that one would almost pay to go away. I will rephrase. "Why not ask unless you believe this is someone you do not want as a client?"

 

[Crabcake Johnny]

prospect: "oohhh, I won't be paying - that's my baby's father. He's supposed to pay by court order so after I get this I'll give you his number."

me: "oops, my toast just popped up. Can I give you a call back?"

 

[Guest]

This is a good thread and this is a good post. Why not always ask?

Ask and it shall be given to you . . .
but only if you really want it.

 

[djs]

Yes, correct, they do buy on the second call if you get them on the phone. Most every agent I speak with (over 60 in the last three months) say they're lucky if they get 10 to 20% of the call backs, actually back on the phone. Whereby losing the sale.

Would you share your secret in getting them back on the phone? Are you using shared leads and getting that many on call backs? Exclusive? Your own telemarketing? All deciding factors to me.

This post is covering shared leads and I failed to note that.
Thanks!

I am talking only about shared leads. I do have a high second contact ratio. It's all about the leads you get though.

One big difference, I do mostly P&C, cross sell health. On health leads, you don't have the same capabilities. I always forget, people actually buy health leads

My shared internet leads are the obscure. For instance, I have one lead source where you have to have a DUI for me to get your lead. I have another where you have to have a suspended license, etc. Nobody buys these leads, very little competition.

When you have someone who has a 'special need', you can call them back all you want, they will answer the phone.

If you could do this in health, it would be the equivalent of working with someone who just had open-heart surgery, and I had a true insurance plan I could put them on at a reasonable rate.

The other part of this, for most of my clients, I need to develop a relationship with them as a trusted advisor, not just as their insurance agent. Writing one auto policy with them doesn't make me any money, I need all of their business. I'll lose a few deals because I don't one call close, to gain the clients that have much higher value to me.

When working internet leads, the real trick is to find a niche that others don't work. Your lead volume goes down, but the closing ratio will go up.

Dan

 

[Guest]

The other part of this, for most of my clients, I need to develop a relationship with them as a trusted advisor, not just as their insurance agent.

Dan

Hey Dan,
thanks for the clarification. and to me you're quote above is a critical aspect to your success and should be the mindset of every agent on here. It's critical for retention and referrals.

 

[chp]

Great thread. I have been trying to sell health in SC exclusively over the phone, and running into some closing obstacles. I have a full time telemarketer, using a dialer, getting me between 10-15 very good leads a day (they have ins, I know I can beat the price with better coverage). My telemarketer just gets the basics, ages, smoker status, do you have coverage now, with who/how much you are paying. I run quotes, call them back and set an online appointment. I know if I went in person, I would close 90%, as I have in the past. We set an online appointment, I show them new plans, better coverage, less money, but cannot seem to close on the spot. So, I send the quote to them, and play follow up forever. In less then two weeks I have a huge stack of clients to try to sort through. I know I am losing sales. I should be closing one a day easily. How do you online sales guys/gals do it? Any advice will be greatly appreciated. Thanks, chp

 

[moonlightandmargaritas]

I have a full time telemarketer, using a dialer, getting me between 10-15 very good leads a day (they have ins, I know I can beat the price with better coverage). My telemarketer just gets the basics, ages, smoker status, do you have coverage now, with who/how much you are paying. I run quotes, call them back and set an online appointment. I know if I went in person, I would close 90%, as I have in the past. We set an online appointment, I show them new plans, better coverage, less money, but cannot seem to close on the spot. So, I send the quote to them, and play follow up forever. In less then two weeks I have a huge stack of clients to try to sort through. I know I am losing sales. I should be closing one a day easily. How do you online sales guys/gals do it? Any advice will be greatly appreciated. Thanks, chp

Here's a couple of thoughts...

Telemarketed leads such as you describe are initially low quality. It's about trust! The only way to build that trust is to continue to market to them over time.

Don't forget, they didn't call you, you called them.

Two additional thoughts:

Are you asking for the application...everytime?
Don't assume it's always totally about "beating the price".

If you can close 90% in person - why don't you do it? Build the phone thing over time. It takes focused, patient effort.

 

[bobson]

The other part of this, for most of my clients, I need to develop a relationship with them as a trusted advisor, not just as their insurance agent. Writing one auto policy with them doesn't make me any money, I need all of their business.
Dan

What is your process like for getting all their business?

 

[Guest]

Great thread. I have been trying to sell health in SC exclusively over the phone, and running into some closing obstacles. I have a full time telemarketer, using a dialer, getting me between 10-15 very good leads a day (they have ins, I know I can beat the price with better coverage). My telemarketer just gets the basics, ages, smoker status, do you have coverage now, with who/how much you are paying. I run quotes, call them back and set an online appointment. I know if I went in person, I would close 90%, as I have in the past. We set an online appointment, I show them new plans, better coverage, less money, but cannot seem to close on the spot. So, I send the quote to them, and play follow up forever. In less then two weeks I have a huge stack of clients to try to sort through. I know I am losing sales. I should be closing one a day easily. How do you online sales guys/gals do it? Any advice will be greatly appreciated. Thanks, chp

I'm not sure if there's an easy answer or even only just one.

Where is it that you feel you are falling short?
What objections are you getting at the end?
Are you asking for the sale?
What's happening when you ask for the sale?

I hate those call backs man, it can destroy your business and confidence and drain you big time.

 

[Guest]

Here's a couple of thoughts...

Telemarketed leads such as you describe are initially low quality. It's about trust! The only way to build that trust is to continue to market to them over time.

Don't forget, they didn't call you, you called them.

Two additional thoughts:

Are you asking for the application...everytime?
Don't assume it's always totally about "beating the price".

If you can close 90% in person - why don't you do it? Build the phone thing over time. It takes focused, patient effort.

Great point, many people will buy on value, not price, if you've built the value properly.