If you are in the business of selling insurance, sooner or later, you will encounter prospective clients who want to buy insurance, but do not know how to go about it or even what insurance product they want. Some agents, especially those who are impatient to close a sale, do not want to be responsible for educating such consumers. The meeting takes longer than usual, but there is still no guarantee that they will buy insurance in the end. On the other hand, providing potential customers with the information that they need about their insurance options is a part of giving great customer service.
Instead of launching straight into your insurance product and service offerings, try to have an idea first of what options are most suited to your customer’s budget and circumstances. This facilitates discussion and helps keep the meeting focused on the customer’s needs, instead of degenerating into a lecture on insurance in general.
Expect a lot of questions, but make sure you give basic information first. You want to make your customer be more comfortable talking about insurance, and, to do that, he or she should have a general understanding of how insurance works. As much as possible, avoid terms that are too technical and use simple language.
Make sure that your customer walks away from the meeting with more knowledge or understanding about insurance than they had to begin with. They may not buy a policy from you right then and there, but they will surely remember your helpfulness and patience in answering their questions and explaining their insurance options based on their known budget and circumstances. Because of this, there is a good probability that they will contact you again when they are ready to make a purchase.