Get better at door to door insurance sales
Get referrals and make it easy
Hard at work or hardly working?
Sales is hard work if done correctly, for my example in this article, I will use a door to door insurance salesman and tell you some techniques that I would be using to help me make more sales and why they work.
Look at the picture above and you will see a guy knocking on a door, to me that is the single most hard kind of work period, you may have to knock on 1000 doors before you ever get one sale,(this is called cold calling) so to save myself some time I try to work by appointment and referrals.
If I was selling insurance (like the guy in the picture) I would pull out my files on some on my policy holders and I would call them up and set me an appointment to see them.
This does two things, 1st it gives you a chance to add some more coverage to the policy holder you already have, he may have had a child that has been born since you saw him/her last or maybe your policyholder may have gotten married and now needs more insurance, or insurance for the new spouse and 2nd it also lets you get referrals, before I left I would say something like Mr/Mrs. Smith I am so glad that you see the benefit of having insurance and I want to ask you to do me a favor, could you tell me 3 or 4 people who know you that I could use to set up an appointment to tell them about our new Life Insurance plan like the one you bought, then you don't say a word and you listen to what he says, if he says sure I think my sister would be a good person to see, then you ask his sisters name and ask if she is married and the number of children she has etc, that way before you even meet her you can have an idea as to what she may need, now on the other hand if he says you know I just don't feel to comfortable doing that, don't try to force him to give you any names, If there is one thing most people cannot stand that is a pushy salesman and it may cost you the business you have already sold, simply thank him and move on.
When you are out talking to people, try to get referrals as much as possible and use them to help you make your job as a salesman easier, most people even if they don't buy a policy from you right then, they will not mind at all helping you to make a sell, and they will give you name and phone numbers that you can use to set up appointments.
Here is an example of calling someone you were referred to on the telephone to set up an appointment.
Hello is this Mrs. Jane Doe?... OK great Jane , my name is_______ the reason I am calling you is your friend _______ gave me your name and number, he is a policy holder and he wanted me to contact you to see when we could get together where I can show you our new policy. now Jane which one would be better for you Tuesday or Wednesday. (did you notice how I phrased that question, I did that so as to not talk about the policy over the phone but to get the appointment set up... you cannot sell a policy over the phone but you can set up an appointment)
You will have to use your own wording when setting up an appointment I just used that as a rough sketch of how the conversation will go and don't get upset or frustrated when you first start trying this out, it will work but you will have to work out your own style of getting referrals, this is simply a way to get you thinking of different approaches.
Never be misleading or leave out anything that needs to be said even if it costs you a sale.
Honesty is the best policy and it always will be in fact if you are dishonest or you knowing lie you can and should lose you license to sell insurance.
Try using referrals it does work and is very effective and it will help make you a better salesman.