This video outlines some concepts you can factor in when you build an insurance sales pitch.

Focus on the May Fit
With the need and pressure to sell as much as possible, trying to sell to every prospect you encounter can be easy. While that instinct comes from the right place, it can be misguided and lead to wasted time.

We say this because if you take all of the prospects you talk to and put them in a circle, there is only a small group that can be labeled as “may fit.” These are the prospects where there is the possibility that they could use or need the insurance products that you are trying to sell.

The others could be labeled as “does not fit,” and any attempt to schedule meetings or sell insurance to these prospects with an insurance sales pitch could lead to wasted effort and time.

Early Sales Process Stages
When building an insurance sales pitch, it can be helpful to remember some of the primary early sales process stages. These stages may include a first contact, which could be over the phone or through a quick conversation at a networking event.

After this initial sales process stage, an appointment or meeting will often occur. This could be popping by the prospect’s office, a quick phone call, or a meeting over coffee.

You must be aware of these stages in your insurance sales pitch because you will rarely close the sale in that initial interaction. As a result, it can be beneficial to structure your pitch so that you are not trying to close the sale in the first interaction and focus the pitch more on closing for the appointment or meeting.

Soft Disqualify
When you sell insurance and prospects learn that is what you do, they can instantly become a bit guarded. This is because your prospect may encounter many insurance sales professionals. In addition, they may already have insurance or believe they do not need insurance for a particular area.

One thing you can do to defuse this guardedness is to softly disqualify the prospect by expressing a hint of doubt as to whether or not they are a good fit for how you can help in your insurance sales pitch.