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Life Health > Running Your Business > Prospecting

8 Reasons Why Prospects Should Do Business With You

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Prospects have many choices. They can buy insurance from a competitor. They can buy online. They can buy from a firm where insurance isn’t their primary product. They can buy term insurance through an organization where they have an affiliation. Why should they do business with you?

1. You are a live person.

Buying products online is great… until you have a problem. You might call and sit on hold for awhile. You might get frustrated because the chatbot doesn’t understand your question. Depending on the product, they might not have a customer service number.

Reason: You are a human with a phone number. You have an e-mail address plus an office. You can meet with clients face-to-face.

2. You are trained and licensed.

You aren’t just anyone who picked up the phone and started dialing numbers. Before your firm even let you talk about a product, you needed to have passed exams and have a license in hand.

Reason: You are a professional.

3. You made the effort to seek them out.

You are seeking a long-term relationship. You sincerely want to help them. You prospected them and got them interested enough to talk or meet.

Reason: You are motivated. You are acting, not reacting. You identified a need.

4. They know you personally.

You might be a friend. You have history. They know and trust you. They often joke “I know where you live.” You aren’t the “agent of the day” who gets walk-ins and call-ins on Wednesday.

Reason: If they know you, they’ve already determined if they trust you.

5. The reputation of your firm.

You are an agent of the firm. You represent a big company that’s been in the insurance business for decades. Your firm has a reputation. It has been graded by independent rating agencies.

Reason: Your firm has spent time and money establishing their position in the marketplace. This is an advantage you should use.

6. You have a local office.

If they have questions or concerns, they can drive downtown, find a parking space and meet with you. If you aren’t available that day, one of the managers will meet with them.

Reason: Anyone who has tried to get a question answered or addressed a concern online will appreciate the concept of a local office staffed with qualified people.

7. Their friends do business with you.

They were referred. Although confidentiality prevents you from talking about your clients, your clients can talk about you! They can say complimentary things you could never say about yourself.

Reason: If a prospect is referred, they are often “presold” by the person who sent them.

8. Insurance is complicated.

Your client’s greatest fear is (or should be) buying insurance, paying premiums for years and discovering they aren’t covered when they try to make a claim. They bought the wrong coverage! It might have been cheaper for a reason!

Reason: You get to know people. You learn about them and advise them on the coverage that’s a good fit. You are a professional. You know insurance.

There are many reasons why prospects should buy from you. They have alternatives, but you sincerely believe you would be the best fit for them. Do they know why?

(Image: Adobe Stock)