So you’ve got a customer who’s just loaded up with questions about the policy you’re selling: The features, the cost, the coverages, everything. What do you do?
Ask him or her a few questions back.
While you should be careful not to overuse this technique, it is an excellent marketing strategy that increases the close rate significantly. Why? It leads the client to choose your service without even realizing it. As you ask the customer more questions, you lead him or her into building the policy for themselves. For instance, if a client asks if it is easy to add a family member to their policy, you could answer, “Would you like to add your
children now?” But be cautious. Getting a client into a game of 20 questions could come off as pushy.
So be subtle with it, but let the customer know you’re interested in building him or her a policy the customer will be comfortable with. They’ll appreciate it.
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