Your health insurance leads are interested in what you have to say, so you use their contact information and then give them a call. What should have started out as a really good conversation suddenly turns a little sour. By the end of the conversation, your prospect has told you that they don’t have time or they are going to think about purchasing an insurance plan first. So what went wrong?
The story is all too common and a lot of new insurance agents don’t know how to make things better. If you started out well in your emails and the initial response was good, you should be able to close the deal with a call right? Obviously not all the time! Conversing over the phone and having your leads look through your site is a totally different matter. On a website, you have pretty pictures and a quote engine but on the phone all they have is, well, you.
The trick to a good call is typically starting off on the right foot. Insurance agents who aren’t routinely on calls with leads are unaware of this fact but it’s true. The first 10 to 15 seconds of your call are what matter the most. Studies show that those first couple of seconds takes the place of the sizing up which happens during regular conversation. That’s why they are so important and so critical to the conversation.
Making the first couple of seconds count is easy as long as you know what to do. Of course, you always start off with a smile. Yes, just like regular conversation you need to smile. Amazingly humans can tell when someone is smiling merely by the tone of their voice.
You should also make sure to have a professional, confident and yet friendly tone but not too friendly or too professional. A perky voice helps although try not to be too irritating and high pitched throughout the conversation. Over confidence unfortunately does not work well because it makes you seem cocky and besides, you don’t want to sound like a telemarketer. Practice on a recorder or answering machine and that should also help your tone.
Insurance sales call can be hard on newbies but it’s easier as you go along. Have enough insurance leads to contact and practice on by purchasing them from us now!