Insurance Sales: Do You Hate to Prospect?

You know it's something they have to do yet it just isn't something you look forward to. In reality prospecting should be you're excited about because prospects mean you're one step closer to a sale. But you don't like being told "no" and you're told "no" a lot prospecting the way you do now. You'll find it's easier if you have a system for prospecting. Even with a system you have to commit to implementing it or you're no better off. There is a way you could like prospecting.

In general there are two ways you can approach prospecting, face-to-face or direct response. Face-to-face prospecting involves: networking, cold calling via the telephone, cold calling via knocking on doors, and asking for referrals. When you think about prospecting you usually only ever think of the face-to-face options.

Typically you have the greatest resistance to face-to-face prospecting. Face-to-face prospecting puts you in the position of being told "no" directly, and that "no" feels very personal. This happens to you because you don't know how to communicate the value of what you do. Another approach to prospecting is direct response prospecting. Even though you'll still get a "no" when the other party isn't ready to buy it won't feel personal. Plus there are ways to make a connection with the "no" so it becomes a "yes" later.

To increase your prospecting success you have to have something that the people you want to work with want. One of the best ways to do this is to provide education based opportunities. Unfortunately, more people do this wrong than right.

Most people don't say "no" to someone giving them something they want. When the information they want isn't directly related to what you offer you can still come out a winner. They will value you for helping them to get what they want.

Remember prospecting is less about you being rejected, and more about filtering out those who aren't right for you to identify the people who are right for you. Of course, you have to grow out of that "I can help everyone mentality" to get this concept. If you want business you have to prospect, and if you have to prospect you may as well learn how to do it right, and when you do you won't hate prospecting anymore.

About the Author

About the author: Cheryl A. Clausen can help you get where you want to be. Look here to see how your Sales Skills match up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, check this out. Click here for other unique 'sales technique' articles.

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