In this video, we outline how you can enhance an insurance sales pitch by including name-drop examples. These are quick examples of how you have helped other clients or customers. This is an extremely effective and powerful tactic because it is a great way to communicate how you can help and build interest.
You can talk about your products all day to prospects and it can go in one ear and out the other. When you do this, they may either not understand what you are talking about, or they may not quickly grasp why they need what you have to offer.
But when you share a quick example in your insurance sales pitch, it is a very efficient way to communicate in a language that the prospect can either understand or relate to, and this can establish the connection on the prospect’s side for how you can help and why they should buy from you.
Here are the four steps that you can go through to create a quick name-drop example.
Step 1 – Identify a Current or Past Client
Step 1 in creating a name-drop for your insurance sales pitch is to identify the current or past client that you would like to name-drop. For purposes of demonstration, let’s use a past client name of Direct Industrial.
Step 2 – Identify the Product or Service that You Sold
The next step in this process is to identify the product or service that you sold to this particular name-drop example client. Let’s say that we provided Direct Industrial with a service called health and welfare consulting.
Step 3 – Identify the Initial Benefit Realized
Step 3 in building a name-drop example for an insurance sales pitch is to identify the initial benefit that this product or service provided. When we say initial, we mean that there is typically some sort of technical improvement that is realized, like improving a process or some sort of surface-level improvement on the client’s side.
To continue with the example, let’s say that we helped Direct Industrial to improve their decision-making regarding their benefits.
Step 4 – Identify the Ultimate Benefit Realized
The last step is to look at the initial benefit realized and try to think about how that would impact the client from a business or financial standpoint. In other words, if you help to make something work better, that will typically lead to some sort of financial improvement in terms of cost savings, cost avoidance, or improved income.
For this example, let’s say that the initial improvement helped Direct Industrial to decrease medical coverage costs by 10%.
Putting all of that Together to Build the Name Drop Example
If you have those four pieces of information, you can put all of that together to create a two-sentence name-drop example:
We worked with Direct Industrial and provided them with health and welfare consulting. This helped them to improve their decisions regarding their benefits and that led to a decrease in medical coverage costs by 10%.
You can use this in a lot of different areas of your insurance sales pitch including a call script intro, networking, email message, voicemail message, objection responses, and more.