6 Ways to Exhibit More Confidence to Your Prospects
While insurance sales can be a highly rewarding career, it can also be highly stressful if you struggle with issues of confidence in situations of face-to-face interaction. At some point, you will come into contact with your client, and when you do, you want to put your best foot forward and win their confidence. That’s difficult when you have no confidence of your own. Therefore, let’s look at six ways you can exhibit more confidence to your insurance leads. Put each of these to work, and watch your business grow.
1. Dress for success
Wearing the right thing on the day of a meeting is important. But what is “right” and what is “not right”? Obviously, you want to wear clothes that exude success and professionalism, but you also want to be comfortable. You probably already know what you have in the wardrobe that lives up to this standard. If so, then lay it out the night before the meeting, so you don’t have to go looking for it in a hurry. If you don’t have anything that hits all the marks, then it may be time for a shopping trip. Bank account low? Err on the side of professionalism. Customers don’t really want to buy from people just like them. They need to know that you know something they don’t, and a nice set of threads can help nudge them toward that conclusion.
2. Know your product
If you know what you’re selling, then you also know why the customer should want it. That puts you in a great position to answer any objections or inhibitions they may have. If there is still something you’re struggling with, then make sure you study up on it before trying to sell it to a customer. And if you don’t know the answer to something asked of you in a prospect meeting, don’t be afraid to admit it. Just follow up with the promise that you’ll have an answer for them by the end of the day.
3. Do a dry run
Anyone you can trust in your circle of family/friends to sit down with you and give you their honest opinion on your delivery? Consider enlisting one of these kind souls for a mock meeting prior to meeting with the prospect. Ask them to be honest about what you did poorly and what you did well. Work through a “dry run” a few times until you’re feeling more confident.
4. Genuinely care about the prospect’s choices
Some customers make bad buying decisions because they simply don’t know where the gaps in their coverage are. Be interested in the customer and the choices they’ve made. Don’t be pushy, but do try to ask questions of them that could be important. Imagine they are a good friend or family member. What is something that could happen to this person tomorrow that they wouldn’t be ready for from an insurance perspective? Answer that question, and you’ll be in the right state of mind for showing genuine caring and concern. This will make up for any stumbles you may have in your actual presentation.
5. Have something to look forward to at the end of your meeting
Meeting with a prospect can be high-stress, so try to “reward” yourself in some way at the end of the sit-down. This could be something as simple as stopping by a Starbucks for a large coffee or something as large as purchasing a major item from your Amazon wish list.
6. Eye contact — not ‘eyes contact.’
There is a rule regarding eye contact that says you should always try to focus on one of your prospect’s eyes rather than both. This has a couple of benefits. First of all, whenever you lock eyes with someone, it’s only natural to feel awkward to the point that you have to look away in a matter of seconds. Secondly, staring eyes-to-eyes with someone comes across to them as too “creepy” and “laser-like.” It should never be your goal to creep the prospect out! By focusing on just one eye at a time, you can make more meaningful looks and hold those looks longer, exuding a more confident air about you in the eye(s) of the prospect.
Is confidence a problem for you? Try out each of these six tips, and watch how your nerves and apprehension recede into the background. What are some confidence building tips that have helped you in the past? Sound off in the comments section!