Strategies to Build Rapport and Increase Your Insurance Sales
Let’s be honest. Sales aren’t always easy. When it comes to selling insurance, it’s all about the relationship you build with your customers. Before they are prepared to make a purchase decision, customers need to feel like they are dealing with someone they can trust.
As an independent insurance agency owner, you must understand that building rapport with your customers is critical for developing trust and credibility, and building good relationships, eventually leading to a sale. Here are some tips to help you engage your prospects and promote trust.
Allow Them to Talk Without Interruptions
Whether they come to you or you’re reaching them first, always allow their initial interaction to go uninterrupted. You will likely learn a lot from that first conversation. Taking the time to listen to what they have to say is the best way to show them you care and that you’re there for them, not for yourself.
Show Genuine Interest
The first time you talk to a customer, the first part of that conversation is likely going to revolve around them. Most of the things they bring up may be unrelated to insurance. Although you may feel like you’re straying away from the primary purpose of that interaction, you’re making significant progress.
It’s a good sign when a prospect feels comfortable enough to talk to you about themselves, their interests, fears, and problems, showing genuine interest. One of the most important things is that they feel heard.
Find Common Ground
Bonding is easier when you’re dealing with someone with whom you share similarities. The more invested you are in your conversation, the more likely you’ll be to find shared interests that will make you more likable and make it easier to build rapport.
Be Warm and Friendly
Being cold is not known for helping build relationships. On the other hand, being friendly, courteous, respectful, making eye contact, and giving a firm handshake, are all things that can help build a good relationship with your potential customers. Don’t be afraid to show yourself as another human who wants to help, not another agent who wants to sell.
Don’t Overdo It
There is a fine line between being friendly and being fake, and that’s something you must watch out for. While you want to be friendly, helpful, and supportive, you don’t want your prospects to feel like you’re trying too hard. Before anything else, be your genuine self. Don’t adopt a “sales persona.”