When Consumers Don't Know What to Buy

As an insurance agent there is no denying that you will face consumers who are lost. They want to buy an insurance policy from you, but have no clue where to start. Some agents love working with consumers like this, but others hate it. You should be happy when a consumer gets in touch with you no matter how much they know. After all, a sale is a sale and a consumer's knowledge has nothing to do with how much you get paid.

When dealing with consumers who are lost you want to be as helpful as possible from the get-go. The first thing you want to do is ask a few questions to get a better idea of what the buyer is looking for. Even if you only ask about the type of policy and budget it is better than nothing. You are looking for any information that can get you pointed in the right direction.

As you move forward, start by supplying the consumer with basic information. As you do this, it is safe to say that he or she will begin to get a better feel for what is going on. While you are offering information be sure to field questions. Consumers who don't know a lot are going to need guidance every step of the way.

In the end, you don't want to hang up with a consumer until they are comfortable with what they know. Although you should push to close the sale on the spot, this is not always possible. But as long as you are friendly and offer quality information there is a good chance the consumer will come back to you when they are ready to buy.

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