First impressions are everything, and it is no different when it comes to meeting with a client for the first time. They want to know that they can trust you and that you will have their best interest at heart. To help you accomplish this trust, we have 3 techniques for impressing your clients in an appointment!
Pay attention to the client’s concerns and questions. Demonstrate active listening by summarizing what they’ve said and asking follow-up questions. This will let the client know that you genuinely care about them and their needs and will lead them to trust your knowledge and advice.
Be knowledgeable about your products and the insurance market. Be able to answer any questions the client may have and provide clear, concise explanations. Agents can learn more about the products by either going to your local Fidelis office and requesting carrier handbooks or reaching out to your local sales director to learn the newest updates.
Pay attention to clients’ backgrounds, needs, and preferences. This will help you tailor the products available to them and demonstrate you are genuinely interested in their needs and understand their perspective fully.
After you establish your client’s expectations and gain their trust, outline the products available to them. Use the insights you gained from your conversation to suggest the options that best cover their needs and preferences. Offering a range of products will allow the client to make informed decisions.
Explain how each product can meet their specific needs and wants while outlining why one plan will be the best for them. Be open and straightforward about the products and services you are offering. Don’t make false promises or exaggerate the benefits. This will demonstrate how focused you are on your client’s goals.
As you bring the appointment to an end, communicate what was discussed in the meeting. Allow them to communicate any final thoughts, feelings, or questions. Ensure that any hesitations are met with understanding and help them work through them.
Let your client know what the next steps you will take are and what next steps they need to take. Communicate what they can expect to happen in the following weeks, giving them an estimated timeline, helping your client avoid any unnecessary stress.
Encourage your clients to leave reviews to help build stronger relationships and foster a sense of community. Positive reviews can help to enhance the reputation of your business and can be used in marketing pieces and campaigns. Visit the Fidelis Agent Marketing Hub for a client guide on leaving online reviews!
Applying these steps to your client appointments will increase your chances of impressing and scoring your next client. Don’t hesitate to reach out to your local Fidelis sales team for more resources and guidance on client appointments!