Telemarketing is just one tool available to the insurance salesperson.
Telemarketing is one of the many tools available to the insurance sales professional. A telemarketing cold call can set an appointment with a prospective client or, if the call goes well, the professional may be able to close the sale over the phone. Learning effective techniques for telemarketing insurance is in the best interest of any sales professional.
Use a Script
A script is more than just a pre-planned way of introducing yourself. It can become your library of effective ways to overcome objections and give clearer answers to your client's questions. When you sell insurance, you need to sound authoritative, but also have the ability to explain your products in a reassuring way to customers. A script system is something you work on constantly. You refine it with every call to include the phrases and information that gets customers interested in talking about insurance. Eliminate conversation points in which customers show no interest. You should have scripts that apply to setting appointments, and scripts that help you give the customer the information needed to decide over the phone, if your call gets to that point. After a while, your scripts become insurance product guides as you learn to present your information in a more conversational manner.
Practice
Business and private insurance clients know when they hear something they do not like. When forging a career in insurance sales, cold calling on the phone can become your lifeline. Practice delivering your information so your speech does not sound planned and you help the conversation to flow. When clients suspect you are giving canned information, they will try to ask you questions that throw you off. You may be discussing life insurance and the client may suddenly ask about auto insurance. Practice with family members, friends and colleagues to learn deal with sudden changes to a conversation and keep your delivery smooth. Talk into a recording device as you give your pitch and listen to it. If it sounds like a canned speech rather than the introduction to a conversation, you still have work to do.
Listen
If you make enough insurance telemarketing calls, you will eventually come across clients who are interested in what you have to say. It can be difficult to read customers over the phone when the majority of your conversations end with a sudden hang-up, but if you listen to every client, you can learn a lot. By listening carefully to the clients with whom you are unsuccessful, you can hear the point at which you lose their interest. Use that to improve your pitch. When you talk insurance with someone, and you offer a prospective solution to one of his problems, such as a pending need for life insurance, you can hear when you hit a positive note. Become attentive to clues that interested insurance customers give and learn to work with them to create a successful pitch.
