In many ways, inbound sales calls/leads offer you with significant advantages compared with outbound sales leads generated by strategies such as “cold calling.” In particular, you are benefiting from the fact that these people made the effort to contact you. As a result, it is likely that these individuals already have some degree of interest in the services or products you provide.
But this initial interest doesn’t necessarily make it easier to convert this consumer into a bound policy. In all likelihood, you are not the only agency this person has evaluated during their research process. If your producers cannot make a compelling case for why your services are the best option to address the prospect’s needs, they may just move on and speak to the next company on their list.
These are four challenges that must be addressed in order to successfully close inbound phone leads:
- Determine how to qualify which leads are the highest quality and which are most likely to convert
- Building instant trust and rapport with a person you are speaking with for the first time
- Understanding each prospect’s unique pain points so that you can cater your conversation to address their needs
- Having a thorough enough understanding of your products or services to know which options are likely to appeal to a particular consumer and to demonstrate how they will benefit the prospect’s unique needs.
This one is kind of a no-brainer. You will never be good at your job if you don't know your products and services. The same goes for every member of your team. When your staff is working together and everyone has the same knowledge base, you'll be amazed at how quickly they will be able to effectively close more business, and not sweat the details. Confidence grows due to this, not only internally, but can resonate with consumers looking to your team as their trusted advisers.
Tell us what you think! What have some of your challenges been and how have you dealt with them?