In another blog post, we discussed step 1 in building an . In this video we outline step 2 and that is to identify the pain that your products help to resolve.
What is pain?
Pain in its simplest terms is something that is not working well or could be working better for a prospect. It can be helpful to creating an insurance sales pitch because not only will mentioning these types of points help to grab a prospect’s attention, but it will also help you to more clearly communicate how you can help.
Identifying the Pain You Resolve
You might be able to think of a few pain points that you can help with. But whether or not you have a few ideas floating around in your head, to build a strong , it can be good to brainstorm a complete list of key pain points to focus on.
One way to develop an optimum list or to get some ideas of pain points that you help with is to start with the list of value points that you came up with in step 1. For each value point or benefit that you offer, there should be a corresponding pain point or problem that you help to resolve, minimize, or avoid.
Use Pain in Your Introduction
Once you have the pain points that you can resolve outlined, you can use them in the introduction of your insurance sales pitch. Specifically in the elevator pitch section of your introduction, you can share some examples of common problems that you help to fix and this can be a much more professional and effective way to communicate instead of talking about your company and products in your introduction.
Use Pain in Your Call Script
Pain points can be a great addition to any type of cold call script and you can share examples of common pain points that you help to fix toward the end of a cold call when you are trying to figure out if the prospect needs your help.
A great way to use this is your fallback position. If the prospect is not responding in a perfect way to your questions, you can share some common problems and see if the prospect has any of those or if they can relate.
Use Pain in Your Emails and Voicemails
These pain points can be great additions to your prospecting emails and voicemail messages. List out a few pain points in your email and voicemail making those the main purpose for you reaching out.
Use this in place of where you might have otherwise mentioned your company or products. This is very big change as you go from having messages that trigger the “sales defense” and can instead create curiosity and intrigue.
Use Pain in Your Objection Responses
You can also share some of the pain examples that you help to fix in your responses to prospect objections. If they say they are not interested or do not need what you have to offer, you can share some of the pain points that you help to fix in your to see if they have any of those or if they can relate.