Strategizing how to sell insurance is a big part of the close. Here are some outbound calling tips to help you achieve your goals.
A solid outbound calling strategy is crucial for closing insurance sales. If you’ve been in the business any time, you know that simply picking up the phone and calling random people won’t get you very far. You need to target. You need to plan. That’s why we’ve put together these outbound calling tips for you and your teams to implement.
If you’re new to the scene, outbound calling is very much what it sounds like: Calls made from your business to another to sell or market services. This is in contrast to inbound calling, where the customer gets in contact with you. Outbound calling is a huge part of sales and marketing, but it’s only effective when you do it right.
This list of outbound calling tips isn’t exhaustive, but it will give you a good foundation for your outbound calling strategy. Always remember that outbound calling is about more than just the call; it’s about the way you do it. Check out this advice and see how it can improve your success rate with outbound calls.
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9 Outbound calling tips that will turn your dials into dollars
1. Start with the right list
The first of our outbound calling tips is to start with the best list possible before you make your calls. Ensure that your leads are qualified and fall within your target market. As mentioned—and as you may already know—calling people at random will likely waste more of your time than you’d like. With a qualified list of leads, you’re calling people who you’re pretty sure would benefit from your product, bringing you one step closer to outbound calling success before you’ve even picked up the phone.
2. Know your purpose
If you don’t fully understand why you’re making the calls you are, you’re setting yourself up for more failures than you deserve. Set goals for yourself and your teams to ensure that everyone is aligned and has something to work towards. These goals shouldn’t just be sales targets. They should include other touchpoints as well, such as the number of prospects you’ve been in contact with. Setting objectives will give structure to your outbound calling and will set you up for success.
3. Use an auto-dialer
Next on our list of outbound calling tips is another facet that comes before you pick up the phone. Use an auto-dialer like Call Logic to enable your team to make more calls in less time, not to mention you can update client profiles, record your calls to listen back to them to understand what makes you successful and what doesn’t, and generally improve your success rate. Selling insurance over the phone is a competitive and fast industry, and you’ll need the help of technology if you want to keep up.
4. Find a way to connect
When you start making your calls, you need a strong opening if you want to grab someone’s attention. After you state your name and the purpose of your call, give more detail about why you selected that particular person to get in touch with. What is it about them that makes them an ideal customer for you? What can you offer them that no one else can? In short, try to skip the small talk and get right down to business.
5. Use a call script
The suggestion of using a call script is common among outbound calling tips and with good reason. Call scripts help keep you focused and ensure that you don’t leave out any essential details. They can also help you with that opening connecting line that’s so important. If you’ve never used a call script before, give it a try. It may feel a little unnatural at first, but once you get used to it, we’re sure that you’ll never make a call without one again. Not sure where to start with a call script for insurance sales? We can help with that, too.
6. Pay attention to your tone
Most of us don’t listen to ourselves when we talk. Do you sound enthusiastic and personable? Or does your tone come across as tired and disengaged? This can make a huge difference with outbound calling. Tips like this one can be a complete game-changer for you if you fall into the latter category. Be honest with yourself, listen to a recording of a call you’ve made, and tweak your tone accordingly. Bright, charismatic calls are much more likely to turn into successes for you.
7. Track metrics
Understanding your data and the story it tells is paramount to successful outbound calling. Use software like Call Logic to better understand where and why you’re succeeding and where and why you’re not. Look at things like the length of your calls, the types of clients who’ve signed on for another meeting or a close, etc. The data alone won’t tell you everything you need to know, but it will surely help steer you in the right direction.
8. Make it easy to understand
Insurance can be very confusing to the average person, so as part of our outbound calling tips, we suggest that you go into each call with the most straightforward language possible. If you start throwing terms at people that the average person probably wouldn’t understand without explanation, you’re going to lose their attention or maybe even fail to get it altogether. A time will come to get into the complexities, but in your initial calls, simply get them interested in the product. You can go into more detail later.
9. Practice active listening
Finally, when your customer is talking, make sure that you’re listening actively and not preparing your response before they’ve finished what they’re saying. They may say something entirely unexpected that your formulated response doesn’t address, which will lose their attention almost immediately. Listen and react rather than trying anything generic that probably won’t lead to better results.
Implement these outbound calling tips into your strategy and watch your numbers. You may find that even adding one or two of these will pay off and bring in more business.
Sell more insurance in less time with Call Logic’s call management software. Find out more when you accept your free demo today!