Is there anything better than making first contact with a life insurance prospect and subsequently selling a policy on the spot? While this is sure to happen from time to time, you should not expect it to be the norm. Typically, you will be faced with a long sales process that could easily drag out several weeks or longer.
Simply put, following up with a life insurance lead is essential to your long-term success. If you neglect to follow up with consumers, you are wasting a lot of time and money upfront. If you can’t manage to consistently follow up with prospects you should avoid buying leads in the first place.
Even if a prospect appears uninterested the first time around, you never know when this is going to change. Unless a consumer asks you not to contact him or her again, you should continue to pursue the sale.
What to do After First Contact
You should always have a plan when following up with a potential customer. The goal of your first contact is to introduce yourself, explain what you have to offer, and possibly setup an in person meeting.
When you follow up for the first time, you are not looking to make a sale just yet. Instead, remind the prospect that you are available to help and to answer any questions they may have.
Tip: after making a second contact via phone, consider sending an email to the consumer. Not only will this show that you care about their future, but it will open up another method of communication.
Here are three bits of advice to keep in mind:
-Don’t come across as a pushy agent. Remember, you are not trying to sell a used car. If you come across as too aggressive you may put the buyer off.
-Don’t pester the prospect. While there is nothing wrong with following up, nobody wants to receive phone calls and emails every day. A little patience can pay off in the long run.
-Stay on schedule. Only you know when it makes most sense to follow up with a consumer. Set a schedule that works for you and has been proven successful, and then stick with it.
Have you met in Person?
If you have recently met with a consumer in person, you are in good position to make a sale in the future. In fact, you are closer than ever before.
In some cases, you may be able to close the deal in person immediately following a sales presentation. If this doesn’t work, follow up with the consumer via phone or email within a few days. Once again, you should stress that you are available to answer questions.
Tip: if possible, setup a follow up meeting or phone call after the presentation. If nothing else, let the prospect know that you will be contacting him or her within a few days. This way they are not surprised when they hear from you.
Slow and Steady Wins the Race
Remember, the life insurance sales process can be a long one. By exercising patience, along with a high level of customer service, you will be rewarded in the end. A slow and steady approach is the way to go.