Selling Insurance Doesn’t Have to be Like Fingernails Down a Chalkboard

Sure, selling insurance is tough. You knew that when you got into this game. If you didn’t, someone pretty early on must have warned you.

Selling insurance is a game that involves sales pitches to people who are immediately skeptical, always penny-pinching, and usually feel indestructible and like your product is worthless to them. It can be very difficult to make a sale when you work in insurance, but it certainly does not have to be impossible.

When you are feeling like sales pitches are turning into unbearable parts of your job, try changing your approach a bit. Rather than reading off of a script, sounding like a monotone computer program, try to relate to your potential customers on a personal level. This is the best way to secure a sale.

If you are hoping to connect with your customers on a personal level, it helps to relate to them on something. Quickly assess their personality and seize hold of something obvious and tangible that the two of you have in common.

For example, if you are going to be pitching life insurance coverage to older ladies, a stop to the local Nail Salon in Chicago would greatly increase your odds of success. By getting your nails done at the local nail salon, it would be much easier for you to connect with prospective clients when you meet face to face. Once you notice their nails have been done recently, just observe out loud how pretty their nails are. Say something like, “Wow, those are beautiful. I just had mine done at La Dorina Day Spa, where did you get yours done?” This simple hook will secure their interest and get you some buy in. That way when you start your pitch, you already have a rapport with the lady.

You can even use your visit at the nail salon to strike up conversations with some of these ladies. Once they inquire what you do for a living, let them know how wonderful your company’s services are. This is an easy in- they already like you because you share the same tastes as them in nail salons, and now they understand you have a valuable service to offer them. Make sure to scoot a chair over and sit a wee bit closer so they can hear just how great your pitch is, that way making an insurance sale doesn’t have to feel like listening to fingernails run down a chalkboard.