While computers are increasingly becoming a leading form of generating insurance leads, but as Agent's Sale Journal says, canvassing - or going from business to business in the hopes of finding buyers - hasn't gone by the wayside.
Still, due to awkwardness and timidity, agents may find canvassing to be ineffective. But ASJ says it doesn't have to be that way.
To increase sales success, the website says agents need to change their mindset, where instead of the agent thinking themselves and how they're going to sell, they think about the potential client. In other words, the agent should try and discover ways to connect with the client so a relationship can develop.
Another way to increase success, according to ASJ, is trying not to focus on selling but rather establishing a rapport with the client first and foremost. This can help lay the groundwork for future sales.
Finally, the source states agents should work on their likeability factor, which can be easily accomplished by doing the things that people naturally gravitate toward: such as honesty, respect and concern.
By practicing these canvassing tips, agents can expand their insurance selling arsenal.