How do insurance salesmen send short messages to customers to buy auto insurance and send gifts?

Promoting the signing of the bill can be described as the "last step" in the marketing process, which is related to whether the exhibition industry in front of us can draw a beautiful full stop. Whether our convention and exhibition industry can be accomplished overnight or abandoned has become a subject that must be seriously considered and faced. In this issue of Master Dialogue, we invite two senior marketing elites who have gained a lot of experience in this link to share their understanding with our partners.

Keyword group: convenient for bill signing

Specially invited guests:

Chang: Business Director of Pacific Life Shenzhen Branch.

Zhao Guangshu: Senior Business Manager of Xincheng Life Insurance Beijing Branch

Moderator: How to grasp the timing of signing the bill?

Chang: First of all, don't forget that sales promotion can be carried out anytime and anywhere, and it can be carried out in any sales link, including the first meeting and after handling objections every time. Promotion is a habit, not just a process. What many agents lack to customers is not the ability to promote, but the courage to promote. When is the best time? Remember two musts: make sure customers like you (as a person); Make sure that customers trust you (professionally).

Zhao Guangshu: Insurance is a commodity that is not desired. Customers may understand the importance of insurance in the process of communicating with marketers, but they do not understand the urgency and necessity of insurance to a large extent. Most customers think that there is no hurry to buy insurance. Buying early is the same as buying late. In fact, it may be the same to buy insurance before the risk comes, but once the risk comes, it will be too late, and none of us can predict when the risk disaster will come. In the face of customers' doubts, we need our sales staff to help them make wise decisions. Therefore, when customers have a certain willingness to buy, they must be urged to sign, so that their commitment to love themselves and their families will take effect immediately.

In fact, in the process of interviewing us, customers often inadvertently send out the desire to buy. So how can we capture the buying signal sent by customers? Common buying signal of customers can be roughly divided into the following categories: speech signals. This is the most common. When the customer bargains about the insurance amount, asks about the payment method, asks about the policy change, asks about the after-sales service or claims, it shows that the customer is ready to buy insurance, but there are still some minor problems that affect his final decision. We should put forward the transaction request in time, and don't wait for the customer's quotation. Expression signal. To a certain extent, when customers show expressions of weighing, indecision or contemplation, or expressions of approval and approval, we should also seize the opportunity to promote sales. The customer's behavior will be transmitted to buying signal from time to time. For example, when customers keep reading proposals or insurance applications, they raise some irrelevant topics or objections; When customers want to look at the rate table in detail, when customers agree with our conversation and keep nodding, we must make a decisive decision to make it happen. The most important thing is that we have exercised our keen insight in the process of constantly visiting customers.

Moderator: What preparations should I make before visiting and signing the bill? What skills can you find to help sign the bill?

Chang: Of course, before we make a promotion visit, we should make thorough preparations and know the customer's needs in detail to ensure that the recommended products meet the customer's needs and the premium is in line with the customer's income level. Be prepared in advance for the questions that customers may ask, including providing some previous company information and evidence, samples of policy terms, etc. It is the sacred mission of each of our insurance salesmen to be ready at any time and provide customers with a detailed guarantee.

I want to focus on psychological preparation.

1, peace of mind. Don't rejoice in things, don't grieve for yourself. No matter whether you sign the bill or not, you should be comfortable with your customers and face the sales results with a peaceful attitude.

2. Confident attitude. Firmly believe in your own industry, your own company, your own specialty, and your own planning, which can give customers the greatest help.

3. Correct sales concept. It is my responsibility to talk about insurance, and it is the right of customers to buy insurance. Please remember that selling the right insurance policy is our most basic responsibility to our customers. I firmly believe that I am here to help you realize your life plan and ensure that your life wishes can be realized.

The second is the preparation of tools. Sign a small gift, the ceremony is light and the affection is heavy. By accepting your gift, you accept who you are. Through an insurance scheme similar to that of customers, you can give customers a message that customers like you are making the same purchase decision and give them confidence.

Zhao Guangshu: Many times when we interviewed, everything went smoothly, but we couldn't grasp it when we promoted it, which led to failure. Although the customer sent a buying signal, it is often not completely sure. In order to help customers determine quickly, we need some methods to help. Request method. After our introduction, when we find that the customer has buying signal, it is usually more effective to directly ask the customer to sign, although it is simple and direct. Default method. If the customer has no objection, we will consider that the customer agrees to purchase and start the policy application. If the customer has other objections, we will handle them further. Selection method. When customers are hesitant, we can list two situations for them to choose and urge them to make a decision. Guidance method. We compared the benefits of early insurance to customers. Early insurance is guaranteed and the premium is cheap. And use some memorable days or events, or activities launched by the company to guide customers to make decisions. We use all kinds of methods, the purpose is to give customers and their families a guarantee, and don't regret when risks come because of customers' doubts and our dereliction of duty.

Moderator: Where do we try to follow up after the bill is signed?

Chang: Many times, just because a customer signs a bill with us doesn't mean that the customer is completely relieved. So first of all, we should thank our customers, consolidate their confidence and convince them that his choice is correct and worthwhile.

Zhao Guangshu: Let customers rest assured and tell them the service we will provide, when we can send the insurance policy and whether we need a medical examination. These can be done by text message, phone call or thank-you letter.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.