When it comes to buying leads on a regular basis It is easy to start feeling that lead is the same. However, this is not the case. For example, even when two auto insurance leads appear identical you will soon find that each consumer is unique in some way, shape, or form. It is important to think of the unique situation the person on the other end of the line has and how you can provide the perfect solution.
There are many details to keep in mind as you begin to contact new prospects.
First things first, every consumer has a different outlook on their finances. For this reason, it is essential that you dig deeper into this detail. How much money does the consumer want to spend? Can he or she get the right type of coverage for their budget?
With so many different types of coverage, you never know what a consumer wants until you open up the lines of communication. One person may be interested in purchasing a minimum liability policy while another wants comprehensive coverage for 3 luxury cars. Both parties are interested in auto coverage but what they want is 100% different. While you do have the ability to target prospects with filters each person will still have a unique problem for you to solve.
Once you better understand the needs of the consumer, it is easier to focus on giving him or her what they want. When you treat everybody the same, you may come across as offering “generic” services that are not targeted to the person you are doing business with – this is not something that will benefit your business.
As long as you always remember that each insurance lead is unique, you will take the proper sales approach with every transaction. In no time at all, you will begin to feel more comfortable with your approach as well as your understanding of the industry.
By treating every consumer as an individual, with specific needs, your chance of closing a sale is much greater. Don’t “lump” groups of people together. Instead, take a fresh approach with every lead.