Getting up in front of an audience and slinging your wares isn't easy for anyone. No matter how confident you are in your product, there's always the risk that your potential client won't be interested. And no one likes being told no, especially after you've put your best foot forward in presenting yourself and your company. No matter how polished your presentation is, the possibility of being turned down is a vulnerability that most sales people understand.
Most pitches are tried and true long before they hit your market, but before you put yourself front and center in front of a new prospect, you should always make sure your pitch is as listener friendly as possible. Here are a few tips for making sure you're presenting yourself and your product in the most viewer-friendly way.
1. ASK THE RIGHT QUESTIONS AND LISTEN, LISTEN, LISTEN.
The best way to customize a presentation and an offer is to know exactly what your client needs. Asking the right questions will help you point out where your client needs the most guidance or where they have the most questions about their current insurance (or insurance in general) and it will allow you to create solutions to specifically meet their problems. YBR Insurance Sales Scripts are made for this exact purpose. If you've never used a sales script, it's something that will help to put you on the right path for a perfect pitch.
2. OFFER KNOWLEDGE INSTEAD OF SELLING
You know that icky feeling you get when you know someone's working you. It's an uncomfortable reality of the job, but there are lots of ways to finesse a pitch so it feels like you're offering your client more than what you're selling. People can look at a pair of sneakers or a new cereal and decide whether or not they want it, but insurance isn't something that most customers readily understand. This means you're there to help them differentiate between what they need and what they don't need. This is your time to educate them. Make it simple. Make it visual. Offer them options that suit their needs. This makes them feel like they're making a calculated decision on something they didn't know much about before your pitch. A client will appreciate your guidance as opposed to your simply telling them what you should do.
3. YOU KNOW WHAT THEY SAY ABOUT ASSUMPTIONS
Don't assume that you know what your client understands and doesn't understand about insurance. Be sure to fully explain your products and processes during your pitch. You can always tell a client to stop you if they don't need something explained, but it's good for a client to see that you're interested in them knowing everything that pertains to the business you plan on handling for them. Assuming that they know everything going in will lead to a confusing pitch that leaves them with more questions than answers.
4. SHOW THEM THAT YOU DO WHAT YOU SAY YOU WILL
In these cases, it's fine to gingerly toot your own horn by way of customer testimonials. Don't go off the deep end, but if you have a client who has had a similar situation as your potential client, don't be afraid to tell them what you did to make that client happy. If you have the client's feedback handy, be sure to pass it on or highlight it in your presentation. Show them success stories or share current customer comments with them when you feel it will resonate.
Insurance is an industry where people truly need guidance. It's not something that people would lump into a general knowledge category, so when creating your pitch, be sure to make it full-bodied. Be informative and interested. Your client will appreciate a pitch that caters to them on their terms, not on someone else's. If you take these tips into consideration when preparing your next pitch, you can feel confident that your prospect will appreciate you for it.