Dean Marson, Regional Sales Manager, explains how you can spice up your GI conversations, this Valentines, by introducing an alternative sales process.
This Valentine’s Day be admired by your clients by taking the best opportunities to introduce GI to them, with your choice of the most suitable sales approach that will get them in the mood for that GI conversation.
The most important thing to remember, however you approach this, is you’re helping your client to protect something that is very important to them, their home. So, you want to make sure they’re fully protected with the right cover to suit their needs.
There are a number of ways you can do this but two approaches that I like to recommend to advisers are the 3-Quote Process and Skiing Downhill.
THE 3 QUOTE PROCESS
You may be familiar with the 3-Quote Process which features in a number of our pieces of content already available on the Marketing Toolkit. With this option, you can prepare the 3 quotes ahead of your chat with your client to save some time. These are:
- A simple quote – with no optional extras and higher excesses. This provides a lower price.
- A little bit extra – add on a couple of optional extras like accidental damage and home emergency; as well as dropping the excesses slightly. This will increase the price a little, but they’ll have more protection in place.
- The full shebang – now add on the other optional extras legal expenses and personal possessions, keeping the excesses low and manageable to show the price for everything possible covered.
This approach provides the client with the sense of getting options that they may feel is a benefit of looking online themselves. But because you’re doing this for them it means that even though the levels of cover change slightly there’s no compromise on the quality as each option is from the same 5 Star Defaqto rated product.
Alternatively, you may prefer the Skiing Downhill approach where you go to the highest price point, “the mountain top” with the full shebang which I explained above, and then reduce the cover in order to reduce the price. Doing it this way means the client needs to consider whether the price is more important than certain elements of cover they’re losing?
This option saves a bit of time beforehand as you can discuss the one quote in your meeting and reduce the options whilst chatting to them if that’s what they want.
Whether you choose to use the Downhill approach or the 3 Quote Process it will still help to ensure that the client is fully covered and more importantly understands the need to take quality cover that offers value for money, not just the best price. The beauty is both techniques demonstrate the value of your advice.
BE ADMIRED EBOOK
For more information on both of these processes and other tools to help you be admired for your GI skills and know-how this Valentines download our newest ebook, How to get your clients in the mood for GI.