- Posted on December 5, 2016
- by Admin
The goal for every benefits agent is to generate more leads and increase sales. Yet this is easier said than done. The following are tips all benefits agents can use to grow their leads and their book of business.
Provide Solutions, Not Products
Even if you believe your product is the best, presenting it as an object to buy will not have high success rates. Prospective leads may not be willing to part with their hard-earned money for a product. However, you are much more likely to secure a sale if what you are selling fixes a problem in the lead’s life. Listen to the individual and learn their needs. Armed with that information, you can offer services that address their priorities. In short, people do not want a sales pitch; they want solutions.
Let the Lead do the Talking
Continuing with the above, you cannot possibly offer viable solutions if you do not listen to your lead. While you may have an insurance policy that will solve their problems, you will not know which plan is best without listening first. Ask questions to get the lead talking about their lifestyle, their family, and their worries about the future. The lead will tell you what it is they are looking for if you let them. By acting as a consultant rather than a salesperson, you will garner useful information to help the lead.
Showcase Benefits, Not Features
If you become overly focused on features, the lead may assume you are trying to increase your commission. In addition, concentrating on technical elements can sometimes come across as a tactic to distract or confuse. It’s best to contextualize benefits solutions in terms of the holistic and qualitative improvements they can make for an organization. After this, a quantitative assessment of cost structures, potential savings, employee costs, and other financial elements can be discussed.
While these tips provide a starting point for benefits agents to increase leads and sales, there’s more – much more. Chelten Benefits Group provides a number of customized services to help agents serve their clients better as well as boost their commissions. To learn more, contact us.