If the insurance product does not meet the customer's identity or conflicts with the customer's identity, they will not hesitate to reject your product. Because customers are sensitive to identity, they always consider identity issues. Therefore, marketers need to recommend products with satisfactory identity and added value to customers.
An insurance salesman pointed out that to serve every customer well, we must first fully understand the customer's situation and needs, and customer satisfaction determines how big the marketing business can be. According to the survey, a negative impression needs 12 positive impressions to make up for it. The cost of attracting a new customer is 5-7 times that of retaining an existing customer. 100 satisfied customers can generate 15 new customers. Behind a complaining customer, 20 customers have the same complaint and will tell more people.
In the process of insurance marketing, the collection of customer information is the most critical, and the more accurate the information, the better. Customer information should include the following six aspects:
(1) Date of birth of the customer;
(2) Customer income (including some hidden income);
(3) marital status (whether the married person remarries);
(4) the social security status of the customer (whether there is accident insurance);
(5) Have you taken out other insurances?
(6) Who is the decision maker in the family?
To accurately analyze the inventory of target customers, we must study every point thoroughly. After collecting the basic information of customers, we should organize and file the customer information in time, and be good at using tools to manage customers, such as customer files and work logs. For example: income status. Marketers need to know the actual cash flow in customers' homes. Some customers are big entrepreneurs and rich, but they are all involved in the market. At present, cash is very limited, so it is difficult for us to provide each other with high insurance policies. In addition, the other party's investment preferences. If customers like to invest in the stock market, then we should not provide them with dividend insurance, but should change our thinking and see what protection customers lack now, such as accident insurance or medical insurance, and provide customers with product solutions with low premiums and high guarantees.
Customers are willing to buy insurance, often because there are hidden worries in their hearts, or because people around them have taken risks, and when they see that others have experienced life and death and losses, they realize that they should plan ahead and nip in the bud. Mature brokers should be good at covering customers' worries through insurance products, which are used to solve problems. Only by buying the right products can they cope with the corresponding risks.
Analyze demand and avoid blind insurance.
Many of these customers have the following situations: some parents, grandfathers and grandmothers bought a large number of insurance policies for their children, but the adults who paid the premiums did not have insurance; Some family policies are deposit-returning, and only when risks occur do they find that they can get very little compensation from insurance companies. Some policies do not take into account the stability of their own income, resulting in the pressure of later payment. OK Insurance Network believes that this is mainly because insurance salesmen do not fully understand the needs of customers, which leads to blind insurance for customers, lack of professionalism when formulating insurance plans, and are not tailored according to the actual situation of customers.
Finding the needs that impress customers is the premise of successful sales. With the rapid development of the times and the continuous improvement of people's quality, the "customer-centered" sales model of insurance industry is becoming more and more popular.
The needs of customers are manifold. From the perspective of insurance marketing, any demand point of customers about insurance is the beginning of the sales link. Everyone and family will face many property and personal risks, and no one can guarantee that life will be smooth and always calm. Once the risk occurs, it will bring economic losses and some extra expenses. In addition, many insurance products have certain investment functions, which partially meet people's investment needs. The existence of risk and investment and financial management is the premise for a person to buy insurance. Therefore, determining the insurance needs of individuals and families is the premise of buying insurance.
Customer-oriented, service-centered, and proposal as the carrier. Since it is the most suitable, it shows that our understanding of customer information is the most comprehensive. So we should start with exploring customer needs. Mining demand is based on a comprehensive grasp of customer information. We must know and master the customer's demand information in the interview stage, find out which of these needs is the highest priority, and understand the customer's hopes and goals. Only in this way can we provide potential customers with the most needed and suitable life insurance products.
Tailor-made insurance plan for customers does not need good eloquence and communication skills, but one thing is to always pay attention to customer needs, see more and listen more, and take stock carefully. In order to tailor a comprehensive protection plan for customers. I hope that all partners will become the most professional financial planners as soon as possible through their own efforts, and help more customers get insurance protection and benefit from insurance.
Tailor-made insurance plan for the right medicine
Customers don't need the same products, customers need personalized products, and constantly strengthen the tracking of customers' personalized needs. The focus of customer service is to provide customers with tailor-made products, understand the needs through interaction with customers, and customize products according to the needs. Because customers have different personalities, and real customer service is to provide services that satisfy customers according to their different personalities. This is the best customer service.
A customer is like a blank sheet of paper, and his future is written by professionals like us. Jing Wong believes that as a successful life insurance salesman, you must master the risk awareness of customers. Most customers buy insurance not because of products, but because of their sense of crisis. Therefore, it is most important to pay attention to the risks that customers are worried about. We focus on the risks that customers are most worried about, accurately grasp their income and economic affordability, and give customers a reasonable reason to buy insurance products. Through some methods such as asking and listening, the expected purpose is achieved, and finally a reasonable plan is formulated to clearly explain the future interest return and risk protection of customers.
Insurance products are intangible and the terms are relatively complicated. Customers' understanding of insurance is often one-sided and blind, and they don't know what kind of insurance they need. This requires professional insurance brokers to stand in an objective and neutral position, collect the products of many insurance companies and provide professional insurance consulting services. Formulate an insurance plan with moderate insurance coverage, reasonable premium, strong anti-risk ability and in line with customers' preferences, so that customers can take away their worries, enjoy their old age with peace of mind and enjoy their lives in a down-to-earth manner.
The professional orientation of insurance brokers is very similar to that of doctors in hospitals. When accepting patients, you must first ask about symptoms, past medical history, drug allergy history, etc. , understand the overall situation. After a series of examinations, we can prescribe the right medicine and formulate a targeted treatment plan. Insurance brokers do not simply sell a product to customers or sell a product to all customers, as many people understand. According to the specific situation of customers and from the perspective of the whole family, insurance brokers will formulate an insurance portfolio plan that meets the needs of customers, has the best cost performance and covers the overall risks of the family.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.