The Quick And Easy Way To Build Trust

Whether you’re buying shared or exclusive leads, the biggest challenge you face on that first phone call is winning a prospect’s confidence. Here are 5 easy strategies you can use to start building trust off the bat.

  1. Listen. You may want to jump into the nitty gritty of plan details right away but beware: coming across too strong chases leads away. Your prospect knows that you’re an agent and that you’re trying to sell them something. Make them drop their guard by asking for the details of their situation and why they’re searching for insurance right now. The results are threefold:
    1. The more you can get prospects to divulge about themselves the more confident they’ll be in your ability to match them up to the best plan.
    2. They’ll warm up to the concern your interest demonstrates.
    3. You’re allowing them to talk about their favorite topic, themselves, for which they’ll remember your conversation as a positive interaction.

  2. Show prospects you are shopping for them. Prospects are wary about making an uninformed decision; they like to know you are selecting the best plans by shopping the many carriers and products available to you. Even when you know what product is the most competitive, always include 3-5 different options in your proposals so prospects are confident they’re making an educated choice. If you have a quote engine, the extra quotes won’t take extra time: you can run them all in 60 seconds.

  3. Offer prospects immediate, professional information. After you’ve listened to your prospect’s needs and concerns, now is your chance to ask if they are interested in reviewing your proposal. If you are using a quote engine, you can email your proposal and review it with your prospect right over the phone. Tools like Norvax’ QuoteBuilder lets prospects view plans side-by-side for easy comparison of different carriers and plan options. Plus they can even locate doctors, compare prices and apply. Not only have you demonstrated your professional ability by providing information quickly, you win trust by taking the time to educate your prospect.

  4. Communication. Prospects won’t trust you unless they are able to communicate with you. You’ve already made the first step by either calling them or automatically sending them a personalized email using an autoresponder program. Follow through by telling your prospect your number, web address and let them know they are always welcome to call at any time. The more available you make yourself now the more your prospect will trust you’ll be around to help them after the sale has been made.

  5. Have a website. Serious businesses all have websites. Not only does it demonstrate credibility, your prospects expect you to have one. If you’ve got a site, tout it: Invite your leads to visit you on the web. Make sure somewhere on your site you include your business background, client testimonials and full contact information for prospects to view at their leisure.

Remember: One secret to successful phone sales is to move quickly from stranger to trusted advisor – and to do that it’s crucial for you to develop winning trust-building techniques.

Free Newsletter

Internet Lead NewsletterReceive your monthly newsletter!