3 Confidence Building Techniques You Can’t Ignore
Confidence building is one of the biggest obstacles to overcome when you’re just starting out as an insurance agent, and it’s not helped along by some of the negatives you’ll hear from frustrated mentors, who buy into the falsehood that people don’t want to buy from agents anymore. We’ve torpedoed that myth before, but one more for good measure: even though most every insurance customer turns to the web to do their initial research, 70 percent still prefer to buy from an agent, and that number has remained steady for close to a decade.
You bring value to the customer’s door whether you see it or not, and that already puts you in a position of power, where it’s easier to build confidence.
But if you need more encouragement than that, just consider these other confidence building techniques.
1. Think of your customer’s objections
One of the biggest objections that your customer or prospect will throw at you is the issue of price. In other words, their head may be turned currently by the fact that there is a cheaper policy out there than what you have to offer. They may even be able to save money without using an agent. It’s your job to bring the problems with this line of thinking to light. When a customer buys through an agent like yourself, they’re getting more than just a quick cheap price. They’re getting a lifetime of commitment to answering questions, finding new savings/coverage opportunities, and having somewhere to turn when there is a life catastrophe, and they’re not sure what to do next. This is but one example of how you can overcome a customer’s potential objections. You can find others if you dig into the customer’s situation and personality. The key is to not be taken off guard but to do the best you can before meeting with a prospect to address any concerns they may have.
2. Work on your delivery
This technique is especially true if you’re meeting with a prospect over the phone or in-person, where you have to think on the fly and exude confidence while issuing answers to any questions they may have. Consider sitting down with a trusted friend or family member to role-play a meeting the night before. Give them a list of possible objections. Tell them to mix things up and give you every excuse they can as to why they’re not buying today. Then, take each attempt and practice your ability to deal under pressure. Record the whole thing and play it back, making notes of things you did that worked and others where improvement is needed.
3. Be a product expert
At day’s end, product knowledge will help you overcome most hurdles and objections that your prospects put up in front of you. If you know your product and believe in the good that it can do, then you’re also going to know how to bring that knowledge to areas where it doesn’t exist — namely, your prospect. Of course, the trick here is to temper your knowledge with a respect to the prospect. You don’t want to ever seem like you’re too confident or “talking down” to them. You want to instead maintain an attitude of helpfulness. That means acknowledging what inhibitions they have and showing how you can help them past whatever is holding them back.
Until you find your groove, confidence is something you may struggle to attain. Don’t let it get the better of you. You have what it takes already to give the best possible presentation of your product and yourself. It just takes a little preparation as well as studying your prospect’s situation prior to meeting with them. While you’re at it, take a hard look at your sales approach, and be as knowledgeable as possible about your insurance products and the positive impacts they can have on the insurance leads‘ lives. Good luck!