When speaking to new leads, you always want to emphasize your excellent products, exceptional customer service, and the value they will receive if they purchase from you instead of the competition. But if this is as far as it goes, you may be missing out on advertising one of the most attractive features you can offer to a prospective client: ease.
Ask yourself—if you were a client listening to your pitch, do you come across as an agent who will require lots of paperwork, number crunching, and boring, long-winded phone calls, or is a few quick clicks of a mouse and an offer to walk through their policy with them more your style?
Americans are busier than ever these days, and with so much on their plates they want a sales agent who is on the ball, looking out for their best interests and making their purchase as simple as possible. A big part of your appeal on the market today is how well you will be able to anticipate your client’s needs and provide them will the simplest solution to their problems. People already often have several different expenses to focus on each month, from cell phones, to car and home leases, to cable television contracts, and adding another complex agreement into the mix is often something they will want to avoid at all costs. By making your offer attractive and easy, you are more likely to grab their attention than other agents, and by setting yourself up as their health insurance advocate you will show your value in that you are working for them instead of merely collecting payment each month.
In addition, with the current state of our economy, buyers are wary of entering into new agreements and deviating from their current carrier if they see it as an unnecessary risk. By investing time and effort into your clients you will show that you are willing to do your part to make their purchase as painless as possible, and that you understand that their time is valuable and something to be respected. Your personal value can go a long way toward a successful sales record, and even if you do not have the most inexpensive packages to offer, your clients will continue to work with you and recommend you because of your personal attention.
