Monthly quotas can be both a motivator and a pain point. They can be great for fueling the fire of your sales efforts. But they can also sometimes add negative pressure that turns you into your less-than-best sales self.
There isn’t one magic formula that will guarantee a sale in every situation. But there are three steps you can follow every time you’re ready to sell policies at the end of the month.
First, check your attitude.
Have you ever had a salesperson come across as entitled to your business? Like you are personally responsible for helping them meet their quota? It’s not a good feeling to be on the receiving end of that kind of attitude.
Setting sales goals is an excellent way to hold yourself accountable as you grow your business. Just be careful not to let your eagerness to sell translate into desperation, entitlement or pushiness. Instead, make a concerted effort to come across as helpful, professional and competent, no matter what time of the month it is or what kind of pressure you’re under.
Next, create urgency…wisely.
When you look for sales advice on the internet, you’ll see these two words plastered all over: create urgency. Often it’s coupled with a kind of high-pressure vibe that can feel rather aggressive. “Better get yourself a brand-new car today or this sale’s gonna be gone, gone, gone!” Does this tone work in insurance sales? Not so much. While insurance might be coupled with a fun or exciting purchase like a sports car or a beautiful new home, insurance itself is not necessarily fun or exciting.
In insurance sales, you’re looking to build a long-term relationship with a customer, not make a quick buck on a one-time sale. So while you can still create a sense of urgency, you want to make sure that what you talk about aligns with your customer’s needs, not your desire to reach a sales quota.
Try a statement like this:
“It’s the 25th of the month, and I just wanted to remind you that if we can get you signed up with your new policy in the next couple days, you can cancel your old policy and lower your bill right away for next month.”
If the cost of the policy you’re offering is higher but offers better or different coverage, focus on highlighting that aspect instead. “I know it was important to you to make sure you have great coverage on your vehicles now that your son is driving…” In both of these cases, the urgency isn’t tied to your goals, it’s tied to your customer’s.
Then, make it convenient.
The easier you make it for someone to do business with you, the better. Think about each particular customer’s life and how you can make it convenient for them to do the deal with you. If it’s someone who doesn’t seem to be conversant with technology, offer to stop by their home or business with paperwork for them to sign and/or pick up their check. If it’s someone who has a busy daytime work life, offer to call back in the evening.
In addition to making it convenient, this level of thoughtfulness will demonstrate a superior level of care and attention. That’s how you create customers for life.
Insurance sales can a lonely pursuit. If you need a pep talk to help you go get ‘em at the end of the month (or any other time), call your Hometown Quotes Regional Director at 800-820-2981. We’re here for you.
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