6 Reasons Why Prospects Won’t Set An Appointment To Buy Insurance From You!
2/25/2022 – There are six main reasons why prospects won’t set an appointment to buy insurance from you! And just one of these may be the reason why you are not as successful as you should be selling insurance and your services!
A famous proverb says, “You can lead a horse to water, but you can’t make him drink.”
The same goes for converting your insurance prospects into appointments and clients. You’ve done an amazing job finding and attracting quality insurance prospects. You are getting your message in front of more people than ever before. The business should be rolling in by now. But it’s not.
Your insurance marketing and prospecting plans appear to be working. So, why aren’t more of your insurance prospects setting appointments with you? So you can get them to buy insurance?
Maybe it’s because you haven’t given your insurance prospects a good enough reason to set an appointment with you. Maybe you haven’t done enough to differentiate yourself from the other insurance agents in your town. Or, the message you are delivering to them is the same message they have heard from a dozen other insurance agents, or worse yet, heard on the internet!
Why Your Prospects Won’t Set An Appointment to Buy Insurance!
Consider these six main reasons why your prospects will not set an appointment to buy insurance from you!
- You’ve made your message all about you, not them. As harsh as it sounds, your insurance prospects don’t care about you. They only care about what you can do for them. And they want to know you understand their issues and have the right solutions to help them.
- They don’t trust you yet. There are two kinds of trust you must establish when engaging with insurance prospects: integrity and competence. They need to trust that you will put their best interests… before yours! And they need to trust that you know what you are doing!
- You’re making it too hard for them to do business with you. It could be that you allow too much time to pass before you call back. Maybe you prefer to meet in your office, but they would rather meet in their home. All things considered equal, people like easy. We’ve come to expect it in this day and age.
- You may be giving them too many options. So, they experience paralysis by analysis. You need to be crystal clear with your message and recommendations. 80% of the responsibility in any communication falls on the sender, not the receiver. Are you confusing your insurance prospects?
- You don’t instill confidence. Your insurance prospects want to deal with someone that is confident. Not arrogant, but confident. Former “Wolf of Wall Street” and current sales trainer Jordan Belfort says, “Prospects want to buy from someone who is sharp as a tack, enthusiastic as hell, and a force to be reckoned with.” Say what you want about Belfort, but I think he’s right about this one.
- You haven’t taught them something they didn’t already know. Whenever I meet with an insurance prospect, I go in with a primary and secondary goal. The primary goal is to find out as much as I can about them so I can really help them. My secondary goal is to teach them at least one thing they didn’t already know. When I see the light bulb turn on, I take it to the house with, “You mean your current agent hasn’t shared that with you?”
Take some time to reflect on all of these potential reasons why prospects won’t set an appointment to buy insurance from you! If any of them hit a little close to home, then face the music. Make the necessary changes to your sales process and watch what happens. The good news is small changes can make a big difference in success selling insurance and your services.
By Paul M Mallett
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