How can I get my prospects more excited about the solutions we can bring them?

If you want to get prospects excited about working with you, discuss the problems they have that make your products and services necessary.

As an insurance agent, you may find yourself struggling to make your prospects excited about the solutions your agency can bring. If you find yourself in this situation, here are some tips. 

Focus on the problem, not the product

As soon as prospects sense an agenda, you will lose them. If they see you are there to further their agenda, you will gain their attention.

Instead of making products/solutions the focal point of prospect conversations, make the problems you solve with those products/solutions the focal point. This pulls the buyer into the conversation because now the conversation is about them and helping them make better buying decisions.

Prepare for a buyer-focused conversation

For every value-added service you have, answer the following questions:

  • What problem(s) can I solve with this solution?
  • Why is it important to solve this problem?
  • What question(s) can I ask to learn whether or not a prospect is currently addressing this problem or not?

After answering these questions for each value-added service, organize them into a systematic evaluation to review with each prospect. Intentionally discuss each area of their business you can impact.

Lead prospects to a solution

By helping them understand the areas of their business for which they need a better solution, they will be more excited about the products/solutions put in place to help them get better results.

Never lead with a product/solution; lead them to your product/solution.