Pushing too hard?
In the second installment of this thread (that is in no particular order) we will touch upon phone etiquette when calling consumers who could be considered “internet leads.”
Keep in mind, that people who receive calls at home (even when they requested it) are sometimes on the defensive. Not to overstate the obvious, but its always best to be pleasant and courteous. A customer who is at ease should be more open to what you have to say. There is a possibility that they have visited a few websites in their online shopping adventure, and they may have filled out a few forms. So, they might even be exasperated after receiving a couple of phone calls. Remember, not every salesperson is polite, it’s good to separate yourself from the pack.
Also, try not to get hung-up on how they found you or how you found them. Simply offer your services in the best way you know how. Remember that every contact with a health insurance consumer is valuable. Ask permission to send them some information – even if that is as far as you get in the initial call, thats not too bad at all.
Lastly, be ready by practicing your “pitch” beforehand. And while you are at it, try to go beyond the pitch. Remember the old rule of sales to “ask open ended questions.” How else can you help someone without finding out what THEY need? Be prepared to close a deal AND follow up. Remember, leads are leads, not closed deals.
Good luck out there and stay tuned…
Tags: agents, insurance leads, tips