Setting your sights on your insurance leads certainly seems easy enough when you’re planning to make your calls doesn’t it? After all, you’ve just got to think about how to get them to buy your plans right? Unfortunately, it isn’t that simple when you add your gatekeepers into the mix. Newer sales or insurance agents reading this are probably cringing at the thought. But don’t worry, hope is not lost, there are actually quite a number of ways to get gatekeepers on your side and make it easier for you to get your sale.
The simplest and most effective way to get a gatekeeper to listen is to be nice. Notice that the first tip was to be nice and not confident. This is because over confidence on the phone is an indicator of telemarketers and that will lessen your chances of being transferred over. Just be nice and stay professional and you should be off to a good start.
Choose your words carefully. There are actually a number of ways to get through a gatekeeper but the most tried and tested has been wordplay. Gatekeepers know what they know and understand that there are some discussions they cannot answer for. Try to use words that they will not question because they won’t be able to take a message for you. This way, they will still be nice but pass you on.
Try to find out how they are doing. Your medical insurance leads employ gatekeepers for a number of reasons and they will generally also serve as an indicator of how your decision maker is feeling since they share the brunt of the workload. Seeing how they are doing therefore will get you in their good books and will give you time to figure out a strategy to use on the insurance sales leads you are calling.
Finally, don’t lie. Be open and honest, albeit choosing your words carefully. If you lie and happen to get through to your lead they will be the ones who get the flack. Tendency is they will remember you after that and will not let you through a second time.
Remember, your leads are bound to have gatekeepers that are good at what they do but some manners and smarts will get them on your side.
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