Relationship selling
Today I called a client to set up an appointment to bring out his insurance quote. He said ..."the weather is really bad, the drive is really long, why don't you just fax your numbers and I can compare them with every one elses on my spead sheet?"
And I said, You have had a serious problem with XYZ every year for the past 5 years. It's gotten worse every year. It is causing your insurance rates to go up every year. I have a solution to show you how to END that problem and its not in my pricing. Actually, I need visual aids to show it to you, and by the way, have any of the other quotes from any of the other agents addressed this problem?" He said no they had not. Then I said, Then my PRICE doesn't really matter all that much does it, because unless you get this problem solved, your costs will go up every year regardless of who you buy your insurance from, right? and he said yes. And then I said. Besides, I am bringing more home made fudge....he said you better get out here......
Face to face selling that solves the clients REAL problems....it doesn't get any better than that...and if he is a chocoholic, so much the better!
Sonya Lenzo
The Business Insurance Expert
Comments
I'm impressed how you 'dug deeper' into the client's real issues, helping him to be aware of them and then helping him to solve them. This is similar to what I do with clients in life empowerment mentoring sessions as well. Great post ... do you mail the fudge to people you can't meet face to face?
Sue
Contractor Marketing
Matthew Shields
Thats' how it is supposed to be done.
Stev Chambers
Ooooo, honey, FUDGE!
Many of my clients as a Romance Coach, Online Dating Coach initially approach me just wanting more dates and want to meet their soul mate. And indeed, those are excellent goals, but to really actualize that, there's work to done.
Good for you and good for him that he met you!
All the best, lady!
April Braswell
Sonya-
Great illustration about how it's done! I love that you were fearless in requesting a face-to-face meeting...and adding fudge into the deal just makes it all the more "sweet".
Jennifer Skinner
Wardrobe Planning Advice
When you "KNOW" that you have the soluton to someones problem, it isn't really fearless. What creates fear, or as Kevin says stress (which is really another word for fear), is if you have NOT discovered what the client REALLY needs and therefore you have not really discovered what you have to sell him that no one else has....in other words, you are still just a commodoty, you are still just selling on price!
Sonya Lenzo
www.sonyamlenzo.com
The Business Insurance Expert
Carbohydrate compliance again!
Do we get the recipe? (I cook, bake, grill and generally do the food thing)
Should have gone to Chef school alas.
Tim
Great story. Pricing rarely remains an issue when you show your clients you truly understand his unique needs.
Yann Vernier - Personal Coach
This fudge recipe is truly worth the price of the course!
4 c. powdered sugar
1 stick butter
1 T. almond flavoring
1/2 c. cocoa
1/4 c. milk
1/8 tsp salt
put in microwave for 2 minutes covered, stir, refrigerate.
Sonya Lenzo
The Business Insurance Expert AND Gourmet Cook
Aaron
You are SO right....that's why I bring food! That's why I make people happy to see me coming, why I make it FUN to do business with me, whyI make the EXPERIENCE special!!! It is a commodity, they can buy it anywhere (workers compensation) but they HAVE to buy it....I make it more enjoyable to buy it from me...
Sonya Lenzo, the Business Insurance Expert
www.sonyamlenzo.com
I am heading up to the hinterlands (South Dakota) today to close a sale and call on new prospects. Most sales people would have a stack of brochures and maybe some pens with their companies name on them. I have chocolate coins with our agencies logo printed on them and a stack of homemade fudge. I will be bringing books (not insurance books) that will solve peoples problems. I will be bringing one man in SD (a life long Vikings fan) coveted tickets to the Pakers/Viking game in GreenBay....My boss gave me a very bad time about how was I going to "fake" talking football for an hour. I said I was just going to listen and hand him the tickets! It usually works! Oh, and the fudge....and a six pack of diet pepsi with lime for his office fridge. Yes, he can buy it anywhere and its not that expensive. But you know what it says? I, unlike, your current agent REMEMBER what your favorite beverage is, I KNOW you better and therefore I should be your current agent...
Sonya Lenzo
www.sonyamlenzo.com
theBusiness Insurance Expert
Customer service is all about attention to your clients needs, even if they don't know what those needs are yet.
peter
Tim
Tim, I use SalesLogix, What is McKay 66? I