In high school I was fortunate enough to earn the opportunity to work at a respected insurance agency. While there I set records in scheduling financial and insurance review appointments—enabling the agent to reevaluate client needs and make more sales. Here’s how I did it:
1. I knew what I was selling
Yes I had a script but I knew enough about the review and its significance to communicate script-free with clients. The result was that I exuded more confidence, had better responses to questions, and therefore clients felt more secure.
2. I listened to clients and then articulated value based on their individual needs
Usually when I asked to schedule the review responses were along the lines of being too busy. However, by listening to when those times were—along with their needs, I could respond with other times and also explain the value of the review to their circumstances.
3. I remained polite
Once in a while people responded to me rudely, but I always reacted with politeness. Occasionally, even this solution did not prevent a client from requesting to be taken off of the list, but more often than not the result was a call me later—which I always nicely did.
4. I asked for what I wanted
Letting the conversation go organic is great… for a little, but I always stayed in control by bringing it back to what I wanted: the review. Only the people who ask get, and from exercising this and the above tips, I usually succeeded.
5. AND I followed up
Follow up is key. This is because appointment times need to be reminded of so people show up; those who request a call back are usually impressed when it happens; and when clients finish an appointment (or any sale) then ensuring that they are happy keeps them returning for more.